How to differentiate from competitors and increase your selling success One of my favorite training points with any audience is on the subject of differentiation. It should be the first step in your sales career because it completes the most important phrase in your vocabulary: “Customers hire me to _________ when they want (because) ___________.” […]
3 sales math equations to make you more successful when selling in agribusiness Several years ago, I wrote the blog, “Sales Math”. The reason I wrote it was the lack of understanding that I saw in new and experienced salespeople alike. When coaching or training a salesperson, I explore their understanding of these basic equations. […]
3 sales math equations to make you more successful when selling in agribusiness Several years ago, I wrote the blog, “Sales Math”. The reason I wrote it was the lack of understanding that I saw in new and experienced salespeople alike. When coaching or training a salesperson, I explore their understanding of these basic equations. […]
3 Frequently Asked Questions I get as a sales trainer and coach It’s the most often asked question in all of my 30 years as a salesperson, manager, coach, and trainer. It’s a great question but has a very long answer. However, here are a few concepts to help answer the question: 2. “I am […]
7 Benefits of going from a salesperson to The Trusted Advisor in your market Selling in any profession can be tough. Selling in agribusiness can be even tougher. Our farmers (customers) operate on narrow margins. They have high cash investments to plant a crop or raise livestock. Our customers manage a complex, high cash, low […]
7 Benefits of going from a salesperson to The Trusted Advisor in your market Listen in as we discuss the 7 Benefits and the 7 Essential Selling Skills to becoming a Trusted Advisor in your market
“Pain Relief” for the Ag Sales Professional In sales, let’s hope most of us are not avoiding physical pain. Hopefully, no one is threatening you or you are not in an unsafe environment. However, when you pick up the keys to the company pickup truck and agree to go forth and sell, you are now […]
“Pain Relief” for the Ag Sales Professional As humans, we spend a lifetime avoiding pain as much as possible. Our two biggest motivators are seeking pleasure and avoiding pain. In sales, when you pick up the keys to the company pickup truck and agree to go forth and sell, you are now going to experience […]
The most important topic to discuss when time is limited Ever get on a farm call and get rushed into giving your sales “pitch” and then rushed off the farm? If you’ve been selling for a week, I’m sure that has already happened. One of the struggles most salespeople run into is over-presenting on their […]
The most important topic to discuss when time is limited Ever get on a farm call and get rushed into giving your sales “pitch” and then rushed off the farm? If you’ve been selling for a week, I’m sure that has already happened. One of the struggles most salespeople run into is over-presenting on their […]
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