What would a website of YOU look like? One of the first steps in my sales workshop is to have attendees explain what they do, who they do it for and why customers buy from them. You would be amazed how often this drill stumps the attendees. After they struggle with it, I have them […]
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! […]
Part 5 of “Knowing” how to sell is not enough Our journey to eliminate the gap between what we know we should do and actually doing it continues. Part 1: Knowing how to sell is not enough Part 2: Talking too much. Part 3: Routine versus a Rut. Part 4: Fear & Conventional Wisdom holding […]
Our journey to eliminate the gap between what we know we should do and actually doing it continues. Part 1: Knowing how to sell is not enough Part 2: Talking too much. Part 3: Routine versus a Rut. Today, we dig into cause #3: Fear Fear is often described as false evidence appearing real. I’d […]
Listen in as I am joined by Andrea Shea to discuss the role of Standing Partnership in bridging the gap that exists between Marketing Departments and Sales in many agribusinesses. Standing Partnership is a marketing communications company based in St. Louis with projects nationwide. For more information on Standing Partnership and their services or to […]
In confusing situations, here’s how to guide your customers to the right solutions The discussion had gone on for hours. We looked at seed varieties, multiple nitrogen strategies and several different herbicide programs on this sales call. I was riding along with an agronomist this past year as he met with several customers in the […]
Why should I buy from your company? Know the answers to these questions before your prospect asks! These two questions oftentimes stump an audience or individual I’m working with. If you are a salesperson, I encourage you to get really good at answering these questions. If you are a sales manager, bring this exercise […]
Is this where your next sales call will be? Customers are no doubt busy from time to time. Selling to farmers, livestock producers and agribusinesses is no different. There are times of the year when it seems virtually impossible to get an appointment. As harvest approaches, it can feel like farmers want nothing to do […]
30% of your salespeople are operating on wrong information and it could be killing sales for no reason! “We don’t deliver on Wednesday’s” “Every order has to be run through Mary in accounts receivable” “We only ship in full truckload quantities” “We can’t do […]
Apple Podcasts
Google Podcasts
Spotify
Stitcher
RSS