It’s bumper to bumper until someone makes a mistake Or someone helps the car in front make a mistake As I watched the final laps of Saturday night’s NASCAR race in Daytona, with multiple crashes at the end, I couldn’t help think how similar this was to selling feed, seed, and tractors to farmers. Didn’t […]
It’s not the end of the world The regional sales meeting was coming up in three weeks and I was trying to figure out how I could somehow contract some kind of 3-day disease to allow me to skip the meeting. Don’t get me wrong, I enjoyed these meetings and got a lot out of […]
I don’t believe it anymore Have you ever heard someone described as a “Born Salesperson?” Yeah, me too. Prior to going into sales, I believed it. After decades in sales, I don’t believe it for one minute. Sure, I think people are naturally better at communicating, understanding the small intricacies of verbal/non-verbal communication, or networking […]
Balancing Sales Intuition and Laziness Part 5 of the Five Sales Killers. See previous articles at: The 5 Sales Killers Sales Killer #1 – FEAR Sales Killer #2 – FAILURE Sales Killer #3 – MUNDANE Sales Killer #4 – BELIEF In our fifth installment on the 5 sales killers, we tackle something that sounds […]
The Mundane, the Work, The Planning, The Extra Effort or Whatever you want to call it. This is Part 3 of a 5-part series on the Five Sales Killers. See previous articles at: The 5 Sales Killers Sales Killer #1 – FEAR Sales Killer #2 – FAILURE “Oh, I could never be a salesperson” […]
Fear doesn’t lurk in the background; it jumps up in front of you and kills your sale Well-intentioned motivational speakers often turn fear into the acronym: False Evidence Appearing Real. Not true. Fear is real and it’s there for a reason. If you fall off a cliff, you die. That’s real. If you overstep your […]
It’s Boom Time for Seed Selling Delivering Agribusiness is Boom and Bust based on the seasons: Now is that time of year when the seed business is at full speed and mistakes are bound to happen. Learn to handle those mistakes Learn how important you are in navigating these Gray Areas! […]
Last week, we made the arduous journey of building trust with our customers over a long period of time, possibly an entire career. This week, we deal with the even longer journey of rebuilding trust with our customers after somehow breaking it. The trust breaker might be one big event or multiple small ones. […]
Trust: The ultimate sales relationship tool A lifetime to build but can be lost in a second “How much money do you earn a year?” “When are you planning to retire?” “When are you going to propose to her?” Could you even imagine asking these questions at a social gathering, the first time you met […]
If you aren’t convinced, how can you expect your customer to buy? There’s an old adage in sales that says – The first sale is always to yourself. Meaning, you have to be convinced that you are doing the best thing for you, your company and your customer by the product or service that you […]
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