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

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?” © 10/2016 Jim Pancero, Inc.

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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

© 10/2016 Jim Pancero, Inc.

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BUILDING YOUR THREE DIMENSIONAL SELLING STRATEGY

How to sell to a Boomer versus a Millennial?

How do I maximize ALL of my markets?

How do I strengthen each step of my selling process? ID

© 10/2016 Jim Pancero, Inc.

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CLOSE

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THE EVOLUTION OF A COMPETITIVE ADVANTAGE Connectivity & Info Control Speed, simplicity & ease of doing business Brand

Service

Products

Location/Proximity

BOOMERS Most Value

MILLENNIALS Most Value

Connectivity & Info Control

Connectivity & Info Control

Speed, simplicity & ease of doing business

Speed, simplicity & ease of doing business

Brand

Brand

Service

Service

Products

Products

Location/Proximity

Location/Proximity

© 10/2016 Jim Pancero, Inc.

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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”

© 10/2016 Jim Pancero, Inc.

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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”

© 10/2016 Jim Pancero, Inc.

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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

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

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

© 10/2016 Jim Pancero, Inc.

BOOMER BUYERS

MILLENNIAL BUYERS

- Does not mind ordering online but wants someone to answer their questions

- Loves ordering online and is comfortable doing research online

- Wants experience to be low risk

- Wants experience to be fun “Do I get to play a game after I place my order?”

- Influenced by the order taker

- Influenced by peers, social media and chat rooms

- Wants the best support and pricing compared to your other customers

- Wants the best support and pricing compared to your other customers

- Values a complete website for quick answers but wants immediate support for questions

- Prefers finding answers on your website but wants immediate support for questions

- Influenced by their peers and your references

- Influenced by their postings and social media

- Wants to talk to an expert rep to analyze problem, propose solutions and answer questions

- Wants to conduct as much research online and to decide what they want and need before talking with a sales rep

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

- Will extensively research and evaluate vendors online and through social media

- Influenced by the sales rep and their references

- Influenced by their peers and Internet postings

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ANALYZING, AND STRENGTHENING, EACH STEP OF YOUR SELLING PROCESS

CLOSE

ID

- 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

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

© 10/2016 Jim Pancero, Inc.

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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?

© 10/2016 Jim Pancero, Inc.

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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)

© 10/2016 Jim Pancero, Inc.

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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

© 10/2016 Jim Pancero, Inc.

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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/ _______________________________________________________________________________________________________________ “Managing & Coaching the Sales Team” “You Can Always Sell More” Online Sales Leadership Training

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- 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

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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/salespro-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

© 10/2016 Jim Pancero, Inc.

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