Originally published in Wisconsin Agri-Business News – Winter 2018 How do you measure your salespeople? How do you measure yourself? “I wonder what they do all day. Who’s making sales calls and who isn’t?” says the general manager about his remote sales team. “Bob is really doing great in his territory!” Says […]
Live up to everything you promised your prospects and customers This is NOT a political article. It’s all about how to live up to the promises we make as salespeople when trying to sell a prospect. Find out how you can build trust and win your customer’s vote.
Live up to everything you promised your prospects and customers We are almost at that time again. It’s 2019, which is only one short year away from 2020, which is, of course, a big election year in the US, which of course means we will be inundated with advertisements, debates, and those overly discussed, […]
Employ every one of the senses in the selling process Hearing – Sight – Touch – Smell – Taste and …… It’s a tough road out there right now in Ag selling. You know it better than anyone else. Most of our customers are up against narrow margins or below breakeven. Competition is fierce as […]
Employ every one of the senses in the selling process Just imagine you are on a 737 heading to Springfield, sitting on the runway in the middle row, squeezed between a loud talker and someone who hasn’t showered in days. The pilot announces that the plane is ready for takeoff, will be headed for […]
Had the great opportunity to bring the keynote to the Far West Agribusiness Association. My message “They Need You Now, More than Ever Before” Why? Compared to 5 – 8 years ago, selling in agribusiness isn’t easy. Producer margins are tightening, price resistance is increasing and soon accounts receivables will be a […]
Where do you start when you want to change, build or rebuild the sales culture of your agribusiness? One of the most interesting benefits of training sales teams all over the US is experiencing a wide variety of sales team cultures. You might think that salespeople are salespeople and sales teams are sales teams. However, […]
Develop Follow up skills to be Relevant, Resilient, and Sell more Most of the sales teams I work with are in long-term relationships with their customers. It’s not a one-and-done sale. They sell their customer over the course of years, decades, or their entire selling career. Some of these salespeople become close business advisors […]
Employ one or all of these quick action items today! Quick tips to get organized, stand out from competition & sell more! Talk Less and Sell More: Who’s talking more in the sales process? You or the customer? Most of the time, it should be the customer. Observe yourself today. If it’s you, Stop it! […]
“What? Now I have to collect on the sale!” Will Secor from CoBank had a tough job this week but did well. He gave the opening keynote on Monday morning to several hundred attendees at the NGFA Country Elevator Conference. Obviously, times are a bit tougher in agribusiness and some of the areas aren’t the […]
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