“I can’t…” is often the problem Prior to any sales training workshop, I have attendees fill out a self-assessment.  On it, they rank themselves from weak to strong in many different selling skills.  Then, I interview several of those salespeople to get a better understanding of their role, their territory, and their challenges.  These skills […]

“I can’t…” is often the problem Before any sales training workshop, I have attendees fill out a self-assessment.  On it, they rank themselves from weak to strong in many different selling skills.  Then, I interview several of those salespeople to get a better understanding of their role, their territory, and their challenges.  These skills are […]

Selling techniques to brighten the dark days of winter The dead of winter is upon us in the northern hemisphere and it can seem a long way off until spring warms us up.  The darker days of January and February can bring a mental cloud over our daily mood.  That cloud shows up to your […]

A new look at setting goals and achieving your sales success Is goal setting a struggle for you? Or maybe you have been setting goals and not hitting them?  In January, a lot of us sit down for our annual review and our annual goal-setting session.  Listen to today’s podcast for some unique thoughts on […]

Interview with Jodi Lynch Findley: Key points to improving your Ag career Are you a young-career-minded agribusiness professional? Then listen in as Jodi Lynch Findley joins me on today’s podcast to discuss: For more info and to listen to her podcast: www.jodispeakslife.com to connect on LinkedIn: https://www.linkedin.com/in/jodilynchfindley/

Tell yourself a new story to increase sales confidence Storytelling is a very powerful tool in your sales arsenal.  You can quickly use them to win over a prospect or convince a customer to follow your advice.  (If you haven’t yet developed this critical selling skill, I highly recommend you do.)  Yet, few salespeople understand […]

The 2 questions you need to answer before stepping on the farm On day one of any sales career, never leave the office until you have a good answer to the following question, “Who do we sell to?” After discussing the answers to the “Who” question, I want you to ask the “Why” question.  That […]

Lessons from reality TV to help you become a better Ag Sales Professional Rebuilding your overweight and underperforming territory Many years ago, I was running hills on a training run to get ready for my 7th marathon.  As I did, something snapped in my ankle and suddenly I was in extreme pain and couldn’t put […]

Do I turn left or right? Sitting at the stop sign at the end of my neighborhood road, I paused.  At 9 a.m. the roads were quiet and there was no hurry for me to move.  That was good because I really didn’t know where I was going.  So, I paused.  While sitting there, I […]

Don’t get caught in them any longer We have all been there.  Often, we may even be the cause of them.  Whoever caused them, it doesn’t matter now.  You are on the sales call, the conversation topic is one of those dead-end topics, and now you are stuck in it.  On and on it goes, leading […]