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 […]
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. […]
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