Jim Wilcox

A long-time resident of Indiana, Jim has spent the last 20 years in successful business development and management roles. Jim has not only worked with an abundance of local companies, but has also had extensive national exposure, working with companies in a variety of market segments across the country.

jim.wilcox@sandler.com | (574) 320-7360

Traditional Sales

We explore the concepts of traditional sales. Leaders are encouraged to reflect on whether or not their sales teams are falling into participating in the psychological tug-of-war that prospects often facilitate to protect their company's interests. We explore common issues like:

• Are your salespeople closing enough business?
• Are they seen as trusted advisors or vendors?
• Do your salespeople continue to lose contracts to competitors who undercut your price?
• Is your team working hard, but with frustrating results?

The Prospect's System

We take a deeper look at the prospect’s system for buying - beyond the surface issues they have, and dig into the psychology of how people buy.

• What strategies do your prospects use in their decision-making processes?
• What are their motivations and fears when making a purchase?
• Why prospects push for your product and service information before sharing their wants and needs
• The reasons prospects fight to control the conversation
• The importance of breaking through their defensive walls and earning their trust

Attendee Participation

This is an interactive session where everyone contributes – be prepared to discuss real-world sales situations, and discover how you and your sales team can differentiate yourselves from the competition. We cover common issues like:

• The tug of war that happens between the salesperson and the prospect fighting for control of the sales process
• How to avoid prospects using your proposals to negotiate better deals with their existing supplier
• No-pressure prospecting, and how salespeople can build trust from the first interaction with a potential client