What to do when “The customer is always right”, even when they are dead wrong We all know the two golden rules of customer service – #1. “The customer is always right.” And #2. “When you think the customer is wrong, refer to rule #1.” The reason these rules are valid is that the […]
Change management for the sales professional “Challenging the Norms” was actually an evaluation requirement at one point in my career. It was a formal requirement that we were supposed to frequently challenge the status quo. I really enjoyed this requirement as it had the tendency to shake things up and get teams out of […]
Sales productivity and running your territory like a small business! The question is, if it was your money or you owned the company, would you pay yourself to do what you are doing? As an Ag Sales Professional, operating out your home office and selling on commission, You Do Own the business. Your territory […]
And other things you shouldn’t try at home Last time, we talked about the slinky toy that was handed out in a sales training course. The slinky was symbolic to the continuous process of selling and following up with prospects and customers. If you missed it The Slinky and the Sales Manager. During this same course, […]
A Facebook Trend for the Ag Sales Professional There’s a trend on Facebook where people post something called “Truth is…” Most of the time I don’t pay much attention, but I saw one the other day that got me thinking about sales. When kids do them on Facebook, they then fill in a laundry list […]
This is my 15th Horse Fair! What could possibly be different? As I loaded up the minivan with promo material, samples and booth accessories, I was dreading the next 4 days. Every year, for the last 15 years, I made the journey to set up and work the booth at the national horse show. […]
Learn to Thrive on Meeting Future Customers! “You will lose 25-30% of your customers every year!” “New customers are the Life Blood of the organization”. These words rang out as I listened to the speaker. This speaker knew what he was talking about as the leader of a growing and thriving agribusiness. His point was […]
Stop price resistance and get paid more “Stop Price Resistance and Get Paid More”. It sounds like a dream, doesn’t it? No more price complaints AND you get paid more from your customers. It can happen, but it looks a lot different than you think. It’s no surprise that grain and livestock producers are […]
Data Tells but a Story Sells Which do you remember more, your 6th grade American History class or the historical scenes from Forrest Gump? For most of us, 6th grade was so long ago, we can’t even remember the teachers name, let alone what she said. Why? We think it is because it was boring. […]
What to do when your customer is super busy – Planting & Harvest Strategies for the Ag Sales Professional As Dave and I pulled onto the farm, we could see all the hustle and bustle going on. The weather broke, the planting window was open and this producer was in a full panic to get […]
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