Presents
“How to Best Connect…and Sell to the
Millennial Buyer”
November 3, 2015 9:00 AM – 10:00 AM
Questions? You may contact Jim at:
800-526-0074
jim@pancero.com
Name _________________________________________________________________________________
© Copyright 11/2015 Jim Pancero, Inc. Dallas TX
www.pancero.com
ABOUT JIM PANCERO
Jim Pancero has the most advanced, leading-edge "business-to-business" sales and sales
management training available today. Everything he does is extensively researched and has one
bottom line focus...to increase an organization's strategic competitive advantage and market
uniqueness.
Jim's work focuses on sales organizations with high priced, large and/or competitively complex
products and services. His information-intensive keynote speeches, training programs and indepth consulting work detail his innovative selling processes and strategies for the new economy
and global marketplace.
Even during a sixty-minute keynote, Jim provides the most experienced members of his audience
with proven, immediately usable advanced ideas to increase their competitive advantage and
enhance their selling processes. His combination of humor and real-world examples evolved from
his experience researching and training in over 80 different industries.
Jim has been directly involved in "business-to-business" selling for over 40 years. Six of those years
were spent successfully selling the largest 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.
In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has
conducted over 3,000 presentations or consulting days for 600 companies providing a career
average of five events per client. Over 90% of Jim's clients utilize his services more than once. You
can learn more about Jim at Pancero.com as well view video clips on YouTube®
© 11/2015 Jim Pancero, Inc.
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AAPEX- Connect
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
© 11/2015 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
© 11/2015 Jim Pancero, Inc.
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CLOSE
AAPEX- Connect
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
© 11/2015 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
© 11/2015 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?
© 11/2015 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?
© 11/2015 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)
© 11/2015 Jim Pancero, Inc.
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AAPEX- Connect
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”
© 11/2015 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”
© 11/2015 Jim Pancero, Inc.
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AAPEX- Connect
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 forty of the largest distribution trade associations
Of the 579 attendees to last year’s March, 2015 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 2015
www.UNIVID.org
© 11/2015 Jim Pancero, Inc.
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AAPEX- Connect
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. Each article has a
"Print & PDF" button that will format the article for
your printer or create a PDF, your choice.
http://www.pancero.com/videos-audiosevaluations/
- MP3's - MP3 audio training by Jim that you can listen
to while on the go, can be played from your phone or
tablet. http://www.pancero.com/videos-audios-
evaluations/
- 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.
http://www.pancero.com/videos-audiosevaluations/
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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. www.pancero.com/sales-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. www.pancero.com/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.
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Jim on Linkedin
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updates!
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jimpancero
© 11/2015 Jim Pancero, Inc.
http://www.pancero.com/getemail-updates/
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