Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Prior to any training program, I meet with the manager who brings me in. Typically, we are planning a training session for a mixed group […]
The #1 Best Closing Question Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Listen in as I discuss Closing Skills to help you on your next sales call
Want to get better at asking questions and speed up the selling process? In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is – asking better questions. Better questions give you better information and allows you to better help your customer. And, by better, I […]
Script and Rehearse Your Questions Want to get better at asking questions and speed up the selling process? In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is – asking better questions. Better questions give you better information and allows you to better help your […]
Yes, you will take “No” for an answer, or you might get thrown off the farm! Traditional sales training preaches it. “We don’t take No for an answer”. Then, we get out in our territory and call on real world customers and prospects. That’s when we find out the brutal reality. We will be told […]
“NO” for an Answer Yes you will take “No” for an answer, or you might get thrown off the farm! Traditional sales training preaches it. “We don’t take No for an answer”. Then, we get out in our territory and call on real world customers and prospects. That’s when we find out the brutal reality. […]
How to help your customers and your salespeople Join me today as I interview Michele Payn. Michele spent the last 20 years working at the intersection of the farm and food. Connecting those that produce our food with those that process it and consume it. An international speaker and author, Michele sat down with me […]
The most important step in the selling process It’s the least trained selling skill in all of sales training: The Follow-up! Getting the next appointment Understanding and using the Sequence of the Sale During workshops on prospecting and cold calling, I like to ask, “How many of you sold one of your last five prospects […]
Sell on the Follow-Up The most important step in the selling process Listen in as we discuss why it’s so important to focus on getting back on the farm or in the buyer’s office. _______________________________________________________________________________________ Register in advance for this webinar: […]
In a world selling commodities, the Trusted Advisor is worth more than a Salesperson. But how much more? Salesperson …. Skilled Salesperson …. Trusted Advisor I am a big believer in the value of becoming a Trusted Advisor. Lately however, I have been working with agribusinesses and salespeople on the concept of what that is […]
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