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 […]
4 bad things that happen to good salespeople And the 3 ways to turn them around What to do when the market kicks you in the teeth!
11 Ways to help your customer change to you 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?
How to differentiate yourself from all those competitors who are out there “winging it”! “Well, we bombed that one,” Ken blurted out as soon as we were back in the pick-up. “We?” I jabbed back with a smile to lighten the mood a bit. “I botched it bad. I have all that information he was […]
The ethical challenges of selling in agribusiness “You do know that’s metric tons, right?” Don asked me. With that question, my world spiraled into a state of panic. Things were going great. After my first year as a trainee, I had the exciting opportunity to work in the corporate office, helping to manage the […]
How to use famous quotes to sell your biggest customers Let me start by throwing a few quotes at you and then we will try to make sense of their conflicting message: “Think Big to Be Big!” – Herb Tarlek, WKRP in Cincinnati TV show from the ’70s. Also quoted by many salespeople trying […]
How an NFL commercial can help you develop your sales team! In the mid-’80s, several companies ran ads during NFL games called, “You make the call”. They were short clips of some incredible football plays that were somewhat gray areas for the referee to make the call. Hence the name, “You make the call”. […]
Originally published in Wisconsin Agri-Business News – Winter 2018 How do you measure your salespeople? How do you measure yourself? “I wonder what they do all day. Who’s making sales calls and who isn’t?” says the general manager about his remote sales team. “Bob is really doing great in his territory!” Says […]
Trust: The ultimate sales relationship tool A lifetime to build but can be lost in a second “How much money do you earn a year?” “When are you planning to retire?” “When are you going to propose to her?” Could you even imagine asking these questions at a social gathering, the first time you met […]
If you aren’t convinced, how can you expect your customer to buy? There’s an old adage in sales that says – The first sale is always to yourself. Meaning, you have to be convinced that you are doing the best thing for you, your company and your customer by the product or service that you […]
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