We wear complexity like a badge of honor Keeping it Simple “Well, it depends,” Chris told the producer. Inside my head, I was screaming at Chris to just make it easy and explain in simple terms. Unfortunately, he didn’t and the producer responded with the typical, “I don’t know. Let me think about it.” I’m […]
Calling on the Wrong accounts! Start with Who Simon Sinek is great but wrong! Well, maybe not wrong, just not as clear as I think he could be. If you’re not aware, Simon is a YouTube sensation, writer and motivational speaker who speaks on his topic, “Start with Why”. It’s a great message and I […]
Sales is one big game of 20 Questions Ever play that kids game of “Hotter-Colder”? Before video games, my friend Kevin and I were so bored, we played a game called Hotter-Colder. Kevin would cover his eyes, while I hid a toy in the room somewhere. Then, Kevin would walk around the room searching for […]
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 […]
Failure teams up with Fear to form one of the most powerful sales killer: The Fear of Failure This is Part 2 of a 5-part series on the Five Sales Killers. See previous articles at The 5 Sales Killers Sales Killer #1 – FEAR […]
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 […]
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, […]
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