issa - october 2016 … · guiding top performers selling higher priced and/or competitively...

Presents

“How to Best Connect…and Sell the

Millennial Buyer”

Questions? You may contact Jim at: 800-526-0074

[email protected]

Name _________________________________________________________________________________

© Copyright 10/2016 Jim Pancero, Inc. Dallas TX www.pancero.com

© 10/2016 Jim Pancero, Inc. Page 1 ISSA

ABOUT JIM PANCERO

If you are interested…open… and ready to improve your team’s success, then Jim Pancero has answers for you. The proven selling philosophies, processes and structures Jim shares all have just one goal…to increase your personal “Powerhouse Selling Advantage.” The leading-edged ideas Jim shares have been researched, validated and fine-tuned through his over 30 years influencing and guiding top performers selling higher priced and/or competitively complex distribution materials, large equipment, or business services. Jim has conducted extensive work within the agricultural industry including training over 3,500 John Deere dealer team members in the US and Canada. Even during a sixty-minute keynote, Jim’s combination of humor and real-world examples provides even experienced audience members who think they’ve heard it all before and are convinced there’s nothing new in sales with immediately implementable concepts that work. Jim’s proven concepts center on showing you ways to strengthen the messaging and positioning of your uniqueness and value, gaining more control of your selling processes, and strengthening your leadership team’s abilities to coach and lead in today’s hyper-competitive economy and global marketplace. Jim’s background includes being a top performer selling large computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force. Since founding his sales training and consulting company in 1982, Jim has conducted over 3,100 speeches, in-depth seminars or consulting days for more than 600 companies in over 80 different industries. Over 90% of Jim's clients have utilized his ideas and services more than once. Jim has also been recognized by the National Speakers Association having earned their CSP (Certified Speaking Professional) designation and been inducted into their Speakers Hall of Fame. This combined honor has only been awarded to less than 3% of their 3,500 professional members. For more on how to increase your competitive selling advantage visit Jim’s www.Pancero.com website, download his free Apple or Android mobile app, and check out his video clips on YouTube® (YouTube channel “2Sellmore”).

“We know you’re good. Now the only

question is…are you ready to get

even better?”

http://www.pancero.com/


LET'S MAKE SURE WE ARE ALL USING THE SAME TERMS… - Your age tends to define your philosophy Over 90 - "The Greatest Generation" (Born before 1925) 71 - 90 - "The Silent Generation" (1923 to 1944) 51 to 70 - "Baby Boomer Generation" (1945 to 1964) 38 to 50 - "Generation X" (1965 to 1977) 16 to 37 - "Generation Y / Millennials” (1978 to 2000) Under 15 - "Generation Z" (2000 to 2015) - Dominant generations that significantly changed (or will change) our culture and the way we do business Over 90 - "The Greatest Generation" (Born before 1925) 71 - 90 - "The Silent Generation" (1923 to 1944) 51 to 70 - "Baby Boomer Generation" (1945 to 1964) 38 to 50 - "Generation X" (1965 to 1977) 16 to 37 - "Generation Y / Millennials" (1978 to 2000) Under 15 - "Generation Z" (2000 to 2015) - Now is a time of major change…a changing of the leadership guard - Over 50% of U.S. workforce are millennials - Last 30 years was ruled by Baby Boomers and their philosophies - Next 30 years will be ruled by Millennials and your philosophies


BUILDING YOUR THREE DIMENSIONAL SELLING STRATEGY

How to sell to

a Boomer

versus a

Millennial?

How do I strengthen

each step of my

selling process?

How do I

maximize ALL of

my markets?

ID CLOSE


THE EVOLUTION OF A COMPETITIVE ADVANTAGE

Connectivity & Info Control

Speed, simplicity & ease of doing

business

Brand

Service

Products

Location/Proximity

Connectivity & Info

Control


business

Brand

Service

Products

Location/Proximity

Connectivity & Info

Control


business

Brand

Service

Products

Location/Proximity

BOOMERS Most Value

MILLENNIALS Most Value


WINNING BUSINESS IN EACH OF TODAY’S KEY BUYING MARKETS “Old school” Boomer buying values… - Talking with an expert sales rep and developing a personal relationship - “I’ve got a guy/gal who will look out for me” - Sales rep is brought into the buyer’s decision process as early as possible to clarify needs and propose solutions - “What will best solve my problem?” - Will give a sale rep a tour just to see if they can get some free advice - Values the manufacturer’s brand more than the distributor/provider’s brand - Finds buying online a hassle due to difficult to sort through information and challenging online ordering process - “This website just isn’t answering my questions and concerns”


WINNING BUSINESS IN EACH OF TODAY’S KEY BUYING MARKETS (Continued) Today’s Millennial buying values… - Finding the best website or online source where they can complete their problem research, solution selection without having to talk to someone - “This is my favorite website when I need…” - Wanting multiple points of contact (and help) from within your company - Values being supported by a team more than being protected by an individual (their sales rep) - Uses friends, chat rooms and Google to clarify needs and select solutions - “Which website will best solve my problem?” - Is cautious when seeking advice and suggestions from a sales rep feeling their answers might be biased and not necessarily in their best interest - Will “check out” what they were told by a sales rep online to see if what they were told is really true - Buyer begins talking to sales reps much later in the selling process after they have done their homework and selected what they feel will best solve their problem as well as what they expect to pay. - Will only take a sales rep on a tour of their business after the rep has proven their expertise and has earned a “Trusted advisor” status with the buyer - Values the distributor/provider’s brand as much or more than the manufacturer’s brand - Finds buying from a real person a hassle due to a general lack of trust in sales people and a fear they will be taken advantage of - “I feel like they’re just trying to sell me what they have in inventory and not what will best solve my problem”


DO YOU HAVE A “SELLING GAME PLAN” FOR ALL SIX OF YOUR MARKETS?

SELLING TO THE

RETAIL/SMALL ITEMS BUYER

- Buying simple or well known items

- Wants speed, simplicity and

great prices

BOOMER BUYERS MILLENNIAL BUYERS

- Does not mind ordering online but wants someone to

answer their questions

- Wants experience to be low risk

- Influenced by the order

taker

- Loves ordering online and is

comfortable doing research online

- Wants experience to be fun - “Do I get to play a game after I

place my order?”

- Influenced by peers, social media and chat rooms

SELLING TO THE EXPERT

BUYER

- Feel they know more about what and why they are

buying than the vendor’s team

- Wants service, support and

special attention

- Wants the best support and

pricing compared to your other customers

- Values a complete website for quick answers but wants

immediate support for questions

- Influenced by their peers

and your references

- Wants the best support and

pricing compared to your other customers

- Prefers finding answers on

your website but wants immediate support for

questions

- Influenced by their postings and social media

SELLING TO THE

COMPLEX/UNIQUE BUYER

- Buying is a high risk, large dollars or first time decision

- Wants help and advice from

someone they can trust

- Wants to talk to an expert

rep to analyze problem, propose solutions and

answer questions

- Will do simple online research but wants an expert involved as soon as possible

- Influenced by the sales rep

and their references

- Wants to conduct as much

research online and to decide what they want and need

before talking with a sales rep

- Will extensively research and evaluate vendors online

and through social media

- Influenced by their peers and Internet postings


ANALYZING, AND STRENGTHENING, EACH STEP OF YOUR SELLING PROCESS

- Attract – Get prospects and existing customers coming back - Discovery – Assist buyer learning, qualify prospect, information capture and identification of best solution path - Present solutions – Benefits and costs - Order capture – Closure and fulfillment - Connect – Support and guide buyer to next purchase

ID CLOSE

How are you and your team maximizing each step in your selling process for both your Boomer and Millennial buyers?


ACTIONS TO BEST CONNECT…AND SELL THE MILLENNIAL BUYER 1st – Take an inventory of where you are now compared to your toughest competitors (both traditional and non-traditional) - What percent of your sales reps are only selling to their Boomer or Millennial buyers? - Can you coach any of your sales reps to strengthen their skills selling “to the other side?” - What percent of your Retail – Expert and Large/Complex buyers are Millennials now and how fast are they growing into important buying positions? - How do your best Retail – Expert and Large/Complex buyers want to communicate with you and your company? - Interview customers about how they want to buy and communicate with your team 2nd – Check out your competitors and how they are selling to any of the same six market segments - How many products are they selling on their website…and at what price? - How much customer support, product information and user tips does their site have compared to yours? - Who has the most persuasive and impressive website? - How high up are you listed in search engine results “Googling your products in your market area?” (Searching “Dallas Sales Trainers” on Google) - Where are the selling, technical and business skills of their sales reps compared to yours?


ACTIONS TO BEST CONNECT…AND SELL THE MILLENNIAL BUYER (Continued) 3rd – Strengthen your website and search engine status - Used by both Boomers and Millennials - Does your website look current? - Any website over two years old is considered obsolete - Research the retail vendors within your industry…and copy what they have - The largest companies tend to have the most advanced and effective websites - Also research non-competitive websites selling similar products to identify the best graphic and verbiage for your website - Copying from one website is considered plagiarism and stealing - Copying from ten different websites is considered research 4th – Start participating in websites, Linked-In and social media to learn more about the selling medium and it’s sales and customer support potential 5th – Learn more about the Millennial generation and their motivations - Interview and listen to Millennials about how and why they shop and buy - “Unlocking Generational Codes” book by Anna Liotta (www.resultance.com)


The University of Innovative Distribution offers advanced marketing and sales leadership training for your entire experienced distribution leadership team.

Each day offers seven different

distribution classes being taught by

experienced instructor experts each sharing their latest proven concepts they have spent years, and

even decades researching and mastering.

Your feedback and input as a student are critical to

maintaining the highest UID quality content standards. All

instructors and classes are evaluated by students at the end of

each day to insure continued excellence and relevance of UID

programming.

Co-sponsored by Purdue University and over 45 of the largest distribution trade associations

Of the 604 attendees to last year’s March, 2016 session:

- 22% attended a prior UID session

- 53% under age 40

- 13% International representing Brazil, Australia, New Zealand, Spain, Mexico and Canada

Register early – UID has sold out each of the

last three years – Registration opens

October 2016

www.UNIVID.org


VISIT PANCERO.COM TO ENHANCE YOUR SALES AND SALES MANAGEMENT TRAINING

- Blog Articles for Sales Pros and Sales Managers to help you with In-House training. https://pancero.com/blog-2/ - MP3's - MP3 audio training by Jim that you can listen to while on the go, can be played from your phone or tablet. https://pancero.com/videos/audios/ - Videos - Watch training videos from Jim. Sales and Sales Management topics are covered, including new videos covering SWAT Team Selling and more coming so bookmark the site. https://pancero.com/videos/ _______________________________________________________________________________________________________________

_______________________________________________________________________________________________________________

Evaluate Your Skills! Free 20 Question Sales and Sales Leadership Tests!

The 20-question multiple choice Sales Evaluation for sales reps is a comprehensive analysis tool designed to help you as a sales rep increase awareness of your strongest selling skills, as well as the skills that, if improved, could most help you increase your selling abilities. https://pancero.com/sales/sales-pro-evaluation/

The goal of the 20-question multiple choice Sales Leadership Evaluation is to help improve your ability to lead a sales team. By answering these evaluation questions, you can learn specific skills that could improve your leadership success. https://pancero.com/sales-leadership/sales-leadership-evaluation/

Both tests can be taken multiple times to see how your skills are increasing and all tests results and analysis are instantly available online and emailed.

Connect with Jim on Linkedin https://www.linkedin.com/in/jimpancero

Sign up for email updates! https://pancero.com/contact/

“Managing & Coaching the Sales Team” “You Can Always Sell More”

Online Sales Leadership Training - 14 Classes - 15-20 minute video & test per class

Sample video clips and class agenda at: https://pancero.com/virtual-training/

$675.00/student Volume prices available

TAP INTO THE APP! Have Jim’s expertise at your fingertips,

Videos, Audios, Articles, Sales Evaluation, available anytime to help

sharpen your selling and sales management skills. Available now for

iPhone, iPad, Android, Tablets. Search for: Jim Pancero

https://pancero.com/blog-2/

https://pancero.com/videos/audios/

https://pancero.com/videos/

https://pancero.com/sales/sales-pro-evaluation/

https://pancero.com/sales/sales-pro-evaluation/

https://pancero.com/sales-leadership/sales-leadership-evaluation/

http://www.linkedin.com/in/jimpancero

http://www.linkedin.com/in/jimpancero

https://pancero.com/contact/

https://pancero.com/contact/

https://pancero.com/virtual-training/

https://pancero.com/virtual-training/

issa - october 2016 … · guiding top performers selling higher priced and/or competitively...

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