Sales Lessons from Salmon Fishing in Alaska When Thom Winninger said “leaders don’t compete”, I thought quite possibly he had been out in the sun too long. Because everyone knows that leaders are highly competitive. They set out on their epic journey and slay the competition along the way to arrive at the top of […]
And how easy it is to correct Hypocrite is certainly a strong word and I can soften it up, but I’m afraid that’s exactly what we do. We say one thing and do another. In sales, it means expecting our customer to do something that we don’t do ourselves. Frequently in a training or coaching […]
Every product or service has its limitations – Find them to improve your sales Well, it’s Christmas time and I thought I’d tell a little Christmas Story from long ago about a young child named Christy. Now Christy wasn’t your average 8-year-old. Yes, she loved to play with toys, but she had a unique talent […]
You learn a lot more in the tough times than the good! Ever talk with a relative that survived the Great Depression? Like no other experience in their lives, these years of despair changed their lives and shaped who they are. Both my parents grew up in that timeframe and often tell stories of how […]
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 […]
Do you recognize any of these from your customer list? Previously, I wrote about the 7 farmers you will meet in your territory. Today’s update on that article is a deeper dive into the 7 challenging customers you will meet in your territory. Over the course of 25 years of selling to farmers and […]
What to do when “The customer is always right”, even when they are dead wrong We all know the two golden rules of customer service – #1. “The customer is always right.” And #2. “When you think the customer is wrong, refer to rule #1.” The reason these rules are valid is that the […]
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 […]
And other things you shouldn’t try at home Last time, we talked about the slinky toy that was handed out in a sales training course. The slinky was symbolic to the continuous process of selling and following up with prospects and customers. If you missed it The Slinky and the Sales Manager. During this same course, […]
Top lessons for every Ag Sales Professional from McDonald’s A few years ago, the movie “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. Flipping through Netflix recently, I had a chance to watch it and was amazed by the great sales lessons you […]
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