Our journey to eliminate the gap between what we know we should do and actually doing it continues. Part 1: Knowing how to sell is not enough Part 2: Talking too much. Part 3: Routine versus a Rut. Today, we dig into cause #3: Fear Fear is often described as false evidence appearing real. I’d […]
Part 3 of “Knowing” how to sell is not enough Our journey to eliminate the gap between what we know we should do and actually doing it continues. We touched briefly on the five most common causes of the knowing-doing gap. To read it, go to Knowing how to sell is not enough Then […]
Doing is more important The Information Age began in the 1970’s and is still going stronger than ever. So, it would make sense that knowing a lot of information would give someone or a company an advantage. Not necessarily so says, Pfeffer and Sutton in their 2000 book titled, “The Knowing-Doing Gap”. A great book […]
Safety for the Ag Sales Professional With our general manager in earshot, it would always bring some mild humor to our day, when I would ask loudly, “Hey, where are the keys to the train?” This usually led to his exclamation, “Sales managers don’t drive trains!” Most kids are in awe of machinery. Especially big […]
Why should I buy from your company? Know the answers to these questions before your prospect asks! These two questions oftentimes stump an audience or individual I’m working with. If you are a salesperson, I encourage you to get really good at answering these questions. If you are a sales manager, bring this exercise […]
Who are “They”? “They” are those people in corporate…Those salespeople! The salesperson says, “They don’t get it. I wish “They” understood how hard it is out here! It’s easy to say those things or send an email, but let’s see them come out here and tell my customers that.” The manager in the corporate office […]
Is this where your next sales call will be? Customers are no doubt busy from time to time. Selling to farmers, livestock producers and agribusinesses is no different. There are times of the year when it seems virtually impossible to get an appointment. As harvest approaches, it can feel like farmers want nothing to do […]
30% of your salespeople are operating on wrong information and it could be killing sales for no reason! “We don’t deliver on Wednesday’s” “Every order has to be run through Mary in accounts receivable” “We only ship in full truckload quantities” “We can’t do […]
We wear complexity like a badge of honor Keeping it Simple “Well, it depends,” Chris told the producer. Inside my head, I was screaming at Chris to just make it easy and explain in simple terms. Unfortunately, he didn’t and the producer responded with the typical, “I don’t know. Let me think about it.” I’m […]
If you are not familiar with Feed & Grain Magazine, you should be. Especially if you are in the feed or grain business. Twice a month, I get the honor of writing a sales training article specific to the Ag selling community. If you sell to farmers, producers, or any agribusiness then stop by Coach’s […]
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