005 How to Accelerate Your Competitive Advantage in Today’s Unstable Markets
Presenter: Jim Pancero
Date: Sunday, March 8, 2020
Time: 8:00-11:30 am
Level of Complexity: Intermediate/Advanced
Course Description: This interactive course will explain how the four most disruptive shifts in selling today are impacting your sales team (and what you as their sales leader can do about it). You will learn the five best things you can do right now to stabilize your business in today’s unstable markets. You will also learn how you can strengthen and improve your team’s “Why buy” selling message. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a ten-stepped outline you can use to lead your team to a stronger message of value and uniqueness.
- Learn how dramatic changes in selling and buying today are impacting your team (and what you can do about it)
- Learn the tactic and strategies to increasing your competitive edge even in today’s disruptive selling/buying environment
- Learn how to strengthen and improve your team’s selling message answering a customer asking “Why, based on all my alternatives, do I want to buy from you?”
Jim is a Dallas based business-to-business sales and sales leadership expert and Hall of Fame professional keynote speaker and trainer. Jim has the leading-edge solutions you need to increase your team’s competitive advantage. A leading go-to sales and sales leadership strategist for over three decades, Jim has been influencing, guiding and inspiring sales teams in more than 80 different industries to increase their sales, market share and profitability.
Emotional intelligence plays a vital role at every stage of the sales process. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters. In Emotional Intelligence for Sales Success, you’ll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance--and your success.