Communication vs. Sales Communication: What’s the difference? There is a difference between communicating and communicating to sell. Becoming effective at sales communication is critical to every salesperson. It’s the skill that gets us to the heart of what we do; help customers. In their self- assessments, many salespeople will often tell me that they […]
Check your prospect’s RAP sheet Take a historical tour of your prospect’s prior actions In training workshops, I always recommend that you take a tour of your prospect’s farm or agribusiness whenever possible. It gives you a chance to see firsthand what is going on in their operation and opens up a lot […]
Take a historical tour of your prospect’s prior actions In training workshops, I always recommend that you take a tour of your prospect’s farm or agribusiness whenever possible. It gives you a chance to see firsthand what is going on in their operation and opens up a lot of opportunities to […]
Join me today as I interview Dave Lewis Dave spent the last 40 years in agribusiness in the Midwest….in the same company. As one of the longest running general managers in the cooperative system, Dave sat down with me to discuss some key points in developing a salesperson and sales team over those years. And […]
Everyone is in sales. “I’m not sure why I’m in this training. I’m not in sales.” Says the plant manager, truck fleet dispatcher, customer service rep, service department manager, IT employee, tech-research person. I hear this frequently as I prepare for sales workshops with teams. […]
Everyone is in sales! “I’m not sure why I’m in this training. I’m not in sales.” Says the plant manager, truck fleet dispatcher, customer service rep, service department manager, IT employee, tech-research person. Listen in to learn how everyone on the team is in sales. Use this approach to differentiate yourself in the market!
Create your own diagnostic tool for prospects to provide evidence of your value Every salesperson can use some form of a diagnostic tool to help determine the value you bring to a prospect. On a recent episode of Dateline, a prosecutor made the statement, “Juries like to have a body and […]
Diagnostic Tools for Prospecting in Sales Create your own diagnostic tool for prospects to provide evidence of your value Every salesperson can use some form of a diagnostic tool to help determine the value you bring to a prospect. Listen in to learn a how If this podcast helped you on your journey […]
How to be persistent and not pushy when prospecting The really short answer: Never! The question of when to give up on a prospect comes up in almost every sales training workshop I put on. Normally, it’s during the prospecting portion of the training. I like to get […]
When should I give up on a prospect? How to be persistent and not pushy when prospecting The really short answer: Never! The question of when to give up on a prospect comes up in almost every sales training workshop I put on. Normally, it’s during the prospecting portion of the training. I like to […]
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