Sell to be understood, not to impress Our waiter ushered us over to our table as we sat down in the small local diner. My potential customer, Mark, knew the place well and most of the patrons in the diner. After he got done saying hello to literally everyone in the diner, we made some […]
Using a napkin to increase sales Sell to be understood, not to impress Our waiter ushered us over to our table as we sat down in the small local diner. My potential customer, Mark, knew the place well and most of the patrons in the diner. After he got done saying hello to literally […]
Marketing and Sales – Reaching Rural America with your Message Join me today as I interview Cliff Callis from Callis Marketing Cliff spent the last 34 years running Callis, a full service marketing and advertising agency. In today’s discussion, we talk about how marketing and sales work together and his approach at reaching rural America. […]
Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Prior to any training program, I meet with the manager who brings me in. Typically, we are planning a training session for a mixed group […]
The #1 Best Closing Question Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Listen in as I discuss Closing Skills to help you on your next sales call
Want to get better at asking questions and speed up the selling process? In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is – asking better questions. Better questions give you better information and allows you to better help your customer. And, by better, I […]
Script and Rehearse Your Questions Want to get better at asking questions and speed up the selling process? In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is – asking better questions. Better questions give you better information and allows you to better help your […]
Yes, you will take “No” for an answer, or you might get thrown off the farm! Traditional sales training preaches it. “We don’t take No for an answer”. Then, we get out in our territory and call on real world customers and prospects. That’s when we find out the brutal reality. We will be told […]
“NO” for an Answer Yes you will take “No” for an answer, or you might get thrown off the farm! Traditional sales training preaches it. “We don’t take No for an answer”. Then, we get out in our territory and call on real world customers and prospects. That’s when we find out the brutal reality. […]
How to help your customers and your salespeople Join me today as I interview Michele Payn. Michele spent the last 20 years working at the intersection of the farm and food. Connecting those that produce our food with those that process it and consume it. An international speaker and author, Michele sat down with me […]
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