And everybody is on commission A short week calls for a short article. This one is easy to explain and easy to understand. Simply put, “Everyone is Selling Something!” You might not have the designated title as a salesperson or you might not interface with the external customer, but trust me, you are selling someone […]
I’m not referring to your company. I mean YOU We all want to believe we work for a company that provides not just good, but “exceptional” customer service. The problem is that most companies aim for providing consistent or adequate customer service. By that, I mean they set expectations for customer service that can be […]
Change management for the sales professional “Challenging the Norms” was actually an evaluation requirement at one point in my career. It was a formal requirement that we were supposed to frequently challenge the status quo. I really enjoyed this requirement as it had the tendency to shake things up and get teams out of […]
Sales productivity and running your territory like a small business! The question is, if it was your money or you owned the company, would you pay yourself to do what you are doing? As an Ag Sales Professional, operating out your home office and selling on commission, You Do Own the business. Your territory […]
Celebrate Customer Service Week Oct 2-6 The classic 1999 movie Office Space was playing recently and I couldn’t help but laugh as I watched the interview scenes from the Bob’s. They were two consultants, both named Bob, brought in to conduct employee interviews and make recommendations on who to downsize. In one of the interviews, […]
That feeling when you finally get your truck out of the rut and start moving Keep the momentum going! Welcome back to the journey to reinvent, reinvigorate and recharge. If you missed the previous article, here’s the link to the complete article Teaching an Old Sales Person New Tricks, and here’s a quick summary: Review […]
This is my 15th Horse Fair! What could possibly be different? As I loaded up the minivan with promo material, samples and booth accessories, I was dreading the next 4 days. Every year, for the last 15 years, I made the journey to set up and work the booth at the national horse show. […]
My guess is yes. Working with sales managers in agribusiness on a daily basis, I hear this complaint a lot. “We launched a great Customer Relationship Management (CRM) program, but the sales team just does not use it.” “We spent a lot on it and it has the capacity to do great things.” “However, we’re […]
Nobody likes to be surprised after the sale “I didn’t realize I only had a week to use the service!” “You didn’t tell me there wasn’t downside protection on this option strategy” “If I’d have known that, I never would have bought it!” Ever hear these comments from a customer? Do you hear them too […]
Practical Steps to manage your fears when selling Jody was calling me from the prospect’s parking lot. A bit nervous to make her first call on a prospect alone, she phoned to “just talk” for a few minutes. It didn’t take long to realize the anxiety around this call had been building with Jody […]
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