The Ladder Method versus the Mountain Any great achievement in our sales career most likely started off as a goal. Maybe you went to the annual sales meeting and saw people on stage getting awards for their selling success. You decided right then to make that your goal. Maybe you decided you wanted to be […]
Change your mindset on who you are in your industry The shift from being a vendor in your industry to being part of your industry is a subtle, mental shift in your thinking. However, it has a huge impact on your confidence and what you bring to your customers. Often, we consider ourselves spectators in […]
Two of the greatest quotes from one of the greatest leaders Last time, we went over one of the great quotes that stuck with me and can help you as you develop your selling career. If you missed it, here’s the link “When in doubt, prospect” also as a Podcast. The second key learning that […]
Two of the greatest quotes from one of the greatest leaders When you think of great quotes from great leaders, you might think of FDR, JFK, MLK, or maybe Gandhi and Churchill. I’m sure they said some good things. But what do they know about selling to farmers, livestock producers and agribusinesses? Exactly; not much. […]
Just how coachable are you? As a sales trainer and a sales coach, I find Coachability to be one of the most important characteristics for long term success in sales. Good and bad times will come and go. Customers and prospects will come and go. Entire segments of your industry will come and go. However, […]
And 3 methods to improve long-term learning Want to get more out the next training program you attend? Even if you think you know everything the instructor is going to talk about, you can still get more out of the program. In many cases, you can be the one that helps guide the training session […]
And the 4 Levels of Competence In any training workshop, there always comes a time when a bit of comedy breaks out. The chart above seems to always draw out one of those moments. When the subject turns to competence and consciousness, we tend to make a lot of jokes at our peer’s or manager’s […]
The 3 customers who are killing your sales productivity Both light and water can be so focused that they cut through large blocks of steel. Amazing when you think about it. The same water that you swim in for recreation, can be focused through a high-pressure nozzle to cut steel. The same light that you […]
Are you struggling to stand out and getting caught in price resistance? During sales training workshops and coaching sessions, price resistance comes up as one of the salesperson’s biggest challenges. In many cases, the salesperson is selling the exact same products as their competition. Other dealers or Ag retailers are carrying the exact same products. […]
2 Takeaways from the recent Farm Journal Survey Recently, Farm Journal did a survey of 640 farmers about their view of having sales reps call on them at their farm in light of Covid. (The discussion runs from 27:10 through 35:00 minutes on the webinar) The results indicate that 45% […]
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