Which do you need help with? Eventually, the answer is “Yes” to both. However, you need to know which area of your selling process you should work on first. Selling better is a matter of your selling skills Selling more is a matter of getting in front of more prospects or customers. Both are important, […]
Use DISC to: understand yourself better, improve team dynamics and grow sales Hi-D…Hi-C… I didn’t know if we were talking about vitamins or fruit drinks. I was 30 minutes into a three-day course on people skills and trying to catch up on the conversation. Brian (a fellow classmate) was explaining one of his customers, […]
Don’t forget to have fun Sooner or later as an Ag Sales Professional, you will have a customer service issue like the one I had. It’s not a matter of if, but when. So, get good at handling them to keep from losing a customer over it. Driving up to my customer’s feed mill, […]
Learn how to deal with the Polarity Responder No, this is not an article about the song by Chubby Checker. The Twist I am referring to is the Polarity Twist. Flipping through some magazines at my local library, I came across a psychology magazine that ran an article on something called a “Polarity Responder”. Since […]
You Lead Teams, Manage Things and You Coach the Individual It’s happening all across the agribusiness industry: Mergers, Acquisitions, and Consolidation. One of the results of these three events is overloading your sales managers. Now, I understand the thought process of increasing a sales manager’s workload and adding salespeople to their area. Sales managers are […]
Even the best need a coach – And they do more with that coaching than most A few quick notes before we jump into the list. First, coaching should be defined for the purposes of coaching a sales team. I am referring to the one to one interaction of working with a salesperson on improving […]
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 […]
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