VIDEO: Jim Pancero on Selling Services – Too Much Data

At the NAED Eastern Region Conference, Jim Pancero headlined a session entitled “Selling Services to Increase Your Competitive Advantage…and Maybe Even Your Profitability.” Below, the second of five videos of his presentation. Click the links below the video to watch the other segments.

Jim Pancero talks about customers who have too much data. They do all of their research about what they want or don’t want on the internet, but it turns out the customer isn’t always right. Jim Pancero talks about what a sales rep has to do to make sure there is value in the meetings with customers so they are buying what they really need.

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