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, […]
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, […]
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 […]
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 […]
Take your “Starter Territory” to the top of your company’s charts! Everyone has a first day on the job. And every salesperson has a first territory. All is fine on day one as you settle into your new job, but soon after, you begin to get an uneasy feeling about your territory. Your customer list […]
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