Selling has changed. Have you adapted? Jim Pancero

Show Notes

You can always sell more if you want to
How has selling evolved and how must you adapt?

Episode 154 (Jim is based in Dallas, Texas)

In this conversation with Jim Pancero:

  • How the sales person has lost their power

  • The loss of trust in sales

  • Where is the sales person in the process of researching a purchase?

  • How can the sales rep save the customer from misinformation?

  • How are you conveying your distinct difference and advantage?

  • What is the evolution of selling and what's next?

About our guest, Jim Pancero:

Jim Pancero is a sales and sales leadership speaker, trainer and consultant with over 40 years of experience in sales.

Connect with or follow Jim on Linkedin to see his weekly short sales tips videos.

Check out the sales online training at


In this podcast episode, sales and sales leadership expert Jim Pancero discusses the challenges of modern sales and how they have evolved over time. He notes that buyers are more skeptical of experts and sales reps are being brought in later in the buying process.

Jim emphasizes the importance of balancing technical product skills, selling skills, and business and financial skills in order to gain a competitive advantage in sales. He also discusses the changing role of salespeople and sales managers and the critical turning point in the sales process.

Jim offers valuable advice for sales managers and emphasizes the need for sales organizations to adapt to changing customer expectations and market conditions.


Excerpts from this conversation with Jim Pancero

We better make damn sure we get their attention when we do perform. And the other point is just supporting a customer, giving 'em great service isn't good enough anymore. It's losing to the eyes of the customer. It's like, so what else have you done for me?

I have a salesperson say, boy, my customer's loyal. Why he is still loyal. They say, well, when they order something, we get 'em the right thing. We get it to 'em on time. We answer their questions when they call and we know what we're talking about. .

And I started laughing and saying, isn't that kind of minimum requirements to the job? That's your competitive advantage. That's what you're bragging about is you, you took care of 'em.

So what, what else have you done? And so it's looking at this that's reactive selling is just not effective today like it used to be.

It used to be if you took care of a customer, you service them. They kept around long term. Now they're saying, what else have you done for me lately?

And then the final point is we need to make sure that we keep reminding our customers that if we do have differences, we remind them of them.

I believe the toughest single question in selling is when a buyer sits there and says, okay to a sales rep says, okay, look, you're the third vendor I've talked to this week about this stuff.

Why based on all the competitive options available to me, do I wanna buy from you? And look at how people don't have their, their answers organized, they give generic responses. Uh, and they, they, they're not reminding the customer. The customer assumes everybody's equal. 



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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