How to use deadlines in your selling process One of the biggest obstacles salespeople deal with is the “Let me think about it” or “I haven’t looked at your information yet”. Is there a non-pushy or non-salesy way to reply to that obstacle? Where do I go from there? How do I dig out of […]
How to Use Deadlines in Your Selling Process One of the biggest obstacles salespeople deal with is the “Let me think about it” or “I haven’t looked at your information yet”. Is there a non-pushy or non-salesy way to reply to that obstacle? Where do I go from there? How do I […]
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 are […]
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 […]
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