PaintSquare Connect 2020 |


How to Secure Meetings with Decisionmakers and Keep Them Captivated

Originally Presented: Wednesday, November 11, 2020

Typically, salespeople push their solution on prospects who are not ready to buy. They try to time the market, to find someone suited for their solution, but the #1 buying criteria in B2B decisions is not the solution: it’s the competency of the salesperson. Their value comes in the ability to establish their credibility as an expert and frame the conversation to reveal the prospect’s true problem.  The question is, how can the salesperson bring value? How can they kindle a relationship with the 97% of the market that is not actively seeking a solution so that when they are ready, the salesperson can guide them?  If the primary job of the seller is to bring value before the solution, then our job is to show them how.    This webinar teaches how to deliver what prospects value most, and how to develop the valid business reasons to meet. We show how to supply what's missing in the belief system so your salespeople not only deliver value to their prospects, but provide them the confidence they need to get the meeting and keep the prospect captivated.

Jim McBrayer

Jim McBrayer started his career in outside sales for PPG Industries. His claim to fame as a salesperson is selling the largest account in the company’s history. After rising to Sales Director, responsible for 150 sales representatives and a dozen Regional Sales Managers, and being appointed to PPG’s Sales Leadership Team, he left PPG after 20 years, in 2009, to pursue his passion of helping others optimize their sales effectiveness by launching his own sales training company, McBrayer & Associates. His first customer was his former employer, PPG. Jim developed McBrayer & Associates to help organizations in the paints and coatings industry exceed their revenue goals in three different ways: sales training, one-on-one coaching (for sales reps and managers), and consulting. The foundation of all three of these is customizing sales collateral content that resonates with their customer segments. Jim is also a former professional baseball player and high-school teacher, and he holds an MBA in Marketing. He now resides in Atlanta with his wife, Tonya, and their dog, Ty Cobb.


McBrayer & Associates

A few reasons company leaders call us: Sales teams are busy but unproductive; new business development necessitates change; sales optimization efforts haven’t delivered an ROI

Visit our booth in the Commercial Coatings & Solutions pavilion.

McBrayer & Associates