How to Increase the Average Transaction with Jim Pancero

Jul 20, 2023

Increasing sales performance and effectively leading a sales team are crucial goals for any organization.

In a recent episode of the Business Growth Show, Ford Saeks interviews Jim Pancero, an experienced sales trainer and consultant, to explore the challenges faced by businesses in today’s ever-changing sales landscape. From the need for a structured sales approach to the importance of proactive leadership, Jim shares valuable insights and actionable strategies for improving sales and driving business growth.

How to Increase the Average Transaction:

  • Master the Sales Process: Developing a structured sales process is essential for sales professionals. Understanding the steps of a sales call—lowering resistance, qualifying, presenting solutions, closing, and setting up the next contact—provides a roadmap for effective sales interactions.
  • Think Ahead: Salespeople need to go beyond reactive selling and embrace a proactive mindset. They should think several moves ahead, focusing on building strong connections, identifying additional opportunities, and exploring competitive advantages to stand out in the marketplace.
  • Bridge the Gap: Many salespeople lack proper training in the art of selling. While they may have product knowledge, technical expertise, and computer skills, they often lack the core skills necessary for effective selling. Investing in sales training that focuses on sales methodologies, messaging, and customer-centric approaches is crucial.
  • Deliver Unique Value: Building relationships with customers is important, but it is not enough to differentiate from competitors. Sales professionals must focus on communicating the unique value they offer, addressing customer pain points, and demonstrating how their solutions can lower risk, simplify processes, reduce costs, or enhance competitive advantage.
  • Embrace the Role of Sales Leader: Sales managers must evolve from reactive support to proactive leadership. They need to coach and guide their sales teams, provide future-focused direction, and facilitate skill development to help salespeople adapt to changing market dynamics.

To increase sales and drive business growth, organizations must adapt to the changing sales landscape. By implementing a structured sales process, investing in sales training, and fostering proactive leadership, businesses can equip their sales teams with the skills and strategies needed to excel. Additionally, focusing on delivering unique value, embracing a proactive mindset, and bridging the gap between product knowledge and selling skills can set sales professionals apart from the competition. With a strong sales foundation and effective leadership, organizations can achieve their sales objectives and thrive in today’s competitive marketplace.

For more expert advice in business, sales, marketing, life, and everything in-between, tune in to future episodes of Fordify LIVE! every Wednesday at 11AM Central on your favorite social media platform, or you can listen to new episodes of The Business Growth Show Podcast every Thursday on the podcast network of your choice.

Meet Jim:

Jim’s proven uniqueness and success is centered on his ability to translate complex selling and buying processes into simple steps and structures that can be taught, retained and utilized by your team.

Simple to explain, but complex to improve, success in selling is still based on your team’s ability to prove greater value and competitive uniqueness to justify your higher prices.

Jim has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim’s combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they’ve heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go…and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar!

Find Jim Here:

Show Host: Ford Saeks, Business Growth Specialist, Keynote Speaker, Author and Consultant. Helping you find, attract, and keep your customers. Find out more about Ford