Employ every one of the senses in the selling process Hearing – Sight – Touch – Smell – Taste and …… It’s a tough road out there right now in Ag selling. You know it better than anyone else. Most of our customers are up against narrow margins or below breakeven. Competition is fierce as […]
Had the great opportunity to bring the keynote to the Far West Agribusiness Association. My message “They Need You Now, More than Ever Before” Why? Compared to 5 – 8 years ago, selling in agribusiness isn’t easy. Producer margins are tightening, price resistance is increasing and soon accounts receivables will be a […]
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. This podcast helps salespeople understand how their customers […]
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! […]
And provide some peer pressure yourself Today, we’re going to learn how you can use peer pressure to increase your performance, increase your peer’s performance and ultimately improve sales results. When we hear the term “Peer Pressure”, we usually think of all the negative connotations associated with it. It’s the high school friend that encourages […]
Part 6 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 […]
Safety for the Ag Sales Professional With our general manager in earshot, it would always bring some mild humor to our day, when I would ask loudly, “Hey, where are the keys to the train?” This usually led to his exclamation, “Sales managers don’t drive trains!” Most kids are in awe of machinery. Especially big […]
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