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 […]
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 […]
While you are driving down County Road C today, ask yourself a real question. “What am I worth to my customer versus my competition?” I mean really ask yourself this question. And put it into actual dollars per unit of whatever you sell. “Am I worth $10/ton of feed over my closest competitor?” “$20/bag of […]
If you are not familiar with Feed & Grain Magazine, you should be. Especially if you are in the feed or grain business. Twice a month, I get the honor of writing a sales training article specific to the Ag selling community. If you sell to farmers, producers, or any agribusiness then stop by Coach’s […]
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 […]
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 […]
If you aren’t convinced, how can you expect your customer to buy? There’s an old adage in sales that says – The first sale is always to yourself. Meaning, you have to be convinced that you are doing the best thing for you, your company and your customer by the product or service that you […]
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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