Farming of any kind is one of the most dangerous professions in business. Dangerous not only for the adults that are involved in it, but extremely dangerous to the younger family members that are in & around the farm. While sales itself is hopefully not a dangerous profession, the thousands of miles we drive every […]
Make One Last Call It’s late in the afternoon on any given day and you’ve logged a lot of miles this week. As you drive through your territory or you sort through e-mails at your desk, you gradually start to reason with yourself. “I need to take a break”. “No, I Deserve a break!”. Your […]
As you drive away from home tomorrow morning, with price list or bid sheet in hand and bravely venture out to meet with prospects & customers, you will undoubtedly be thinking of how your farm calls will go for the day. You might ask yourself, “Will I meet with a lot of resistance & complaints […]
“How are you evaluated?” Those four simple words turned out to be the most important learning moment with our largest customer. It changed the way we presented products and how we thought about the products & services we offered. Go through any good sales training program and you will be instructed on asking questions. They […]
[fusion_builder_container hundred_percent=”yes” overflow=”visible”][fusion_builder_row][fusion_builder_column type=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none”][fusion_text] Make it routine – Weekly phone calls are best to accelerate change. Same coaching day, same coaching hour – week over week and don’t cancel them. Show your sales professional how […]
Want your Feed sales person to develop into a high performing, self-driven sales success? Think Coaching. It doesn’t replace traditional management or leadership of your team. However, Coaching is an integral part of both of these activities. Management and Leadership concepts have been around the business world since the first goods and services were bartered. […]
A salesperson they like – work on this first. Before going after the sale. Start by getting to know them as a person and then know them as a business. Key = Be genuine A salesperson who also likes them – You certainly can sell to someone you don’t like and I’m sure you […]
I know why I want to segment my customers, but How do I go about segmenting them? In our last blog, we covered why you want to segment your customers…. increased sales, increased profits, increased sales productivity, gaining clarity on who to call on and what products or services to offer them. Now comes the […]
Does that sound like a bad idea? (Fishing in a swimming pool). The answer is – Yes, of course, that’s a bad idea. I’d venture to say that there are no fish in any swimming pool. So, the chances of catching one are slim to none. In effect, that’s what you or your salespeople are […]
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