Are you offering too much value? How could you possibly offer too much value to a customer? Working with salespeople over the years, one of the most frequent comments I hear regarding their selling style is, “I’m not a pushy sales guy. I’m not out there pushing product!” Or “I’m a challenger salesperson or […]
What to do when the market kicks you in the teeth! Every day in the agribusiness world, it happens. Somewhere out there, good, hard-working salespeople are hustling, having success, doing all the right steps to grow their territory, and then it happens. A “bad” thing happens to them. Sometimes their fault. Sometimes with plenty of […]
In sales, we ask customers to change from their current products, switch to our products, and leave the known! What’s so hard about that? If you think about what we do in sales, it’s all about change. Not us, but our customers. They are currently buying from someone. Satisfied or not, they […]
To farmers and agribusiness buyers, we all look the same. So, figure out how to change the game. A white Ford pickup, slowly rolling into the driveway, a hesitation on getting out of the pick-up, and a look of “I hope I’m not too salesy”. Let’s face it. We all look the same […]
They need you now, more than ever before Strategies for showing up and making a difference for your customers Originally published in the winter edition of Wisconsin Agribusiness Association’s Magazine WABA Magazine As the crowd of several hundred took their seats and the announcer began reading my intro, I had a thought on how to […]
A new look at an old tradition For most of us, the next few days will involve one of the most socially awkward and potentially boring events of the year: The dreaded company Christmas party. If you’re fortunate, it might be an hour towards the end of the day today or next Monday with […]
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 […]
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 […]
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 […]
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