What truly moves buyers today?
Jon Goehring, Coach Jim Johnson, and Dr. Rehnuma Karim welcome Jim Pancero — sales structuralist, author, and world-class sales coach — for a deep dive into the science and art of selling in today’s landscape.
Jim shares why traditional sales approaches are changing rapidly and how focusing on customer needs and concise messaging (one to one and a half minutes!) leads to breakthrough success.
He unpacks:
The four foundational selling skill layers: attitude, operational skills, tactics, and strategy
Why most salespeople fail to follow a deliberate, multi-step sales process
How to engage buyers earlier in their buying journey despite information overload
The power of assumptive, validated questions that build trust and reveal real needs
Real-world examples of differentiating value and overcoming price-driven purchasing
Transitioning from top salesperson to effective sales leader with proactive coaching
Tools for weekly micro sales training that leaders can deploy instantly
Whether you’re an emerging leader, sales professional, or entrepreneur, this episode will equip you to sell with confidence, clarity, and integrity, standing apart in a noisy marketplace.
Resources Mentioned:
Jim Pancero’s free sales training videos & newsletter: pancero.com
Books: https://www.amazon.com/stores/Jim-Pancero/author/B001HD21Z6?ref=dbs_a_mng_rwt_scns_share&isDramIntegrated=true&shoppingPortalEnabled=true&ccs_id=523a8796-ae37-4acf-91b3-0acce29db53a
Contact: (952) 913-8998 | jim@pancero.com
