Jim Pancero

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Mastering the Sales Call—Selling Skills for the Structural Steel Business Owner/Senior Manager
If not already, soon you will be leading your company. You already have the technical skills as well as years of industry company experience. Now what are you doing to master the structures and processes of successful selling and market positioning?

Selling is not an's a science. It is definable, predictable and teachable. Sales people are not born. Ever see a newborn baby wrapped in polyester? Selling is a skill that can be learned, improved and successfully followed no matter what your personality or past experiences.

Specifically researched and developed for the "next generation" member of your fabricating and erecting business, this intensive three-hour seminar will give you a "crash course" in selling you can immediately begin using. You will learn the simple steps and processes that can help you survive a sales call and even win the business. We know you're good, are you ready to get even better?

"We Need Arsonists...Not Firefighters!" How Early Involvement Can Increase Your Competitive Success
Are you and your sales reps still just functioning as "Order takers?" Do you have sales team meetings standing around your fax machine waiting for a new bid opportunity to arrive? Or are you functioning as proactive initiators starting conversations with prospects and influencers by getting involved during their early design decision phases?

Learn how you can lead even your experienced reps to sell more (and at higher margins) by getting more connected with your influencers and buyers and getting involved earlier in your customer's buying and decision processes. Success in selling today is based on being an arsonist, being an initiator, and reaching out to start conversations earlier than your competitors. A detailed workbook and action guide will be provided to all attendees.


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. 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.

Jim is one of only three faculty members (out of 28 faculty) presenting multiple days at the prestigious University of Innovative Distribution. This is a once a year four-day, University for over 700 distribution sales leaders co-sponsored by Purdue University and 45 distribution associations.

Jim's proven uniqueness and success is centered on his ability to translate complex selling and buying processes into simple steps and structures that can be taught, retained and utilized by your team.

Simple to explain, but complex to improve, success in selling is still based on your team's ability to prove greater value and competitive uniqueness to justify your higher prices. Jim has been influencing, guiding and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home provide even experienced sales pros who think they've heard it all with strategies and concepts that work! Your sales team will be charged up and ready to go......and your company and customers will reap the rewards. Time with Jim is time well spent--watch your productivity and profitability soar!

For more on how to increase your competitive selling advantage visit