How You are disengaging half of your customers For them, socializing is actually painful We start our selling process by the book and with good intentions. We are taught in sales that people buy from people…. Or, people buy from people they like or trust. All very true. So, we think that before we go […]
What to do when you inherit a dysfunctional territory Agribusiness is a very old and mature industry, with thousands of sales territories out there for us to work in. Most likely you inherited your sales territory. Except for a retirement, we don’t typically inherit the best territory in the market. Sales managers don’t look […]
Inheriting your territory from Tom, Dick, and Harriet What to do when you inherit a dysfunctional territory
Data Tells but the Story Sells Think about this statistic…. when speaking to an audience, only 5% of the people in the room will remember a statistic after you finish your presentation. However, 63% will remember a story you told. Don’t believe me? Test for […]
Data Tells but a Story Sells Think about this statistic…. when speaking to an audience, only 5% of the people in the room will remember a statistic after you finish your presentation. However, 63% will remember a story you told. Don’t believe me? Listen in and Test for yourself.
Did you grow up on a farm? Did your dad hate certain salespeople that called on him? OR Did he hate all salespeople that called on him? Do you hear your dad’s voice in the back of your head as you turn down the driveway to cold call on a prospect? After nearly thirty years […]
Did you grow up on a farm? Did your dad hate certain salespeople that called on him? OR Did he hate all salespeople that called on him? Do you hear your dad’s voice in the back of your head as you turn down the driveway to cold call on a prospect?
Surviving Impaired Drivers, Fidgety Horses, Limb Crushing Equipment and Strange Customers! We are all aware that farming of any kind is one of the most dangerous professions in business. However, those of us that are lucky enough to go out every day and sell to farmers and agribusinesses are often subjected to those very same, […]
4 Ways to Stay Safe When Selling in Ag Surviving Impaired Drivers, Fidgety Horses, Limb Crushing Equipment and Strange Customers!
From a great new book by Chris Voss, “Never Split the Difference” Often times, I’m asked to train a sales team in the area of negotiating. Typically, this means negotiating around price resistance or more specifically, how to not drop the price to get the sale. While that is an important skill, I have found […]
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