Episode 136 (Jim is based in Dallas, Texas)
In this conversation with Jim Pancero we explore:
About Jim Pancero:
Jim has worked as a sales and sales leadership speaker, trainer and consultant for over 40 years.
He has be recognized with many awards including being inducted into the National Speakers Association Hall of Fame.
He has volunteered as a photographer for Dallas area Special Olympics and a musical non-profit organization.
Connect with Jim on Linkedin where he publishes three brief sales videos every week.
Watch the sales training videos at
Excerpts from this conversation with Jim Pancero:
And certainly sales is important for any business. And but I want to take a look at the people who are not in sales, or at least think they're not in sales, but they really are. And maybe there's something they could learn from sales, if they can only get over the aversion to being cold a salesperson, Jim, how can we help those people?
So over half the people I've trained did not choose sales as a profession, but wound up having to be persuasive and sales in their job. The second part of it is if we look at in remove the word selling and sales, and just say what's happening here, we're trying to be persuasive.
I don't know of any job that does not require you to be persuasive, at least to somebody, whether it's to your customers, if you're in retail, whether it's to your boss, if you're in an administrative position of doing something, whether it's to your co workers to get them to help you with the project, or just how you get along with your family parenting is the toughest persuasive position there is because you're trying to persuade a five year old not to do something that they think is completely reasonable, like throwing ketchup on the wall. or something?
So it's how do we persuade? How do we convince because you can't just order anybody. Because even if you can get away with it, because you're their boss, or you're their parent, they resent you for it starts to cause a distance and you become less effective.
If we really look, if we want to be effective in life, our job is we have to motivate others. The challenge though, of doing that, is there some real specific rules of motivation?
The first rule of motivation is you can't motivate anybody to do anything. It's just it's a fact. So how do we become persuasive in that environment?
Well, it's the second rule, everybody's already highly motivated Zig Ziglar, the motivational speaker used to say, I can show you a bunch of unmotivated people it's called a cemetery.
And if we looked at everybody's already highly motivated, the problem is rule number three, and that is people are motivated for their reasons, their bias, their background, their culture, their beliefs, everything about them biases, how they view what motivates what they want to be motivated about.
So if we look at as a leader, as a manager, even as a co worker, all we can do is build an environment so that people want to motivate themselves. And if we look at how do we do that?
How do we create an environment, whether it's with a peer, a boss, an employee, or with a customer, or a neighbor, any of these things, if we look at it, what it comes down to is, if we're more persuasive, and we're more effective, and how we communicate,
Your host is George Torok
George is a specialist in executive communication skills. That includes conversation and presentation. He’s fascinated by way we communicate and influence behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
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