3 Frequently Asked Questions I get as a sales trainer and coach Listen in as we cover some highlights and tips to help You with these common questions!

7 Benefits of going from a salesperson to The Trusted Advisor in your market Listen in as we discuss the 7 Benefits and the 7 Essential Selling Skills to becoming a Trusted Advisor in your market

“Pain Relief” for the Ag Sales Professional As humans, we spend a lifetime avoiding pain as much as possible.  Our two biggest motivators are seeking pleasure and avoiding pain.  In sales, when you pick up the keys to the company pickup truck and agree to go forth and sell, you are now going to experience […]

The most important topic to discuss when time is limited Ever get on a farm call and get rushed into giving your sales “pitch” and then rushed off the farm?  If you’ve been selling for a week, I’m sure that has already happened.  One of the struggles most salespeople run into is over-presenting on their […]

The process of going through a short-term coaching program to propel you forward Nancy Vander Byl from Core Cool Systems joins me in this week’s episode. You may recognize her journey as she struggles to launch a new product line in a large geographic territory – North America! Most dairy cattle buildings are cooled by […]

The most important selling skill for the Ag Sales Professional “How are you evaluated?”  Those four simple words turned out to be the most important learning moment with our largest customer.  It changed the way we presented products and how we thought about the products & services we offered.  Selfishly, I love this part of […]

9 Positive affirmations to build your confidence Confidence is one of those intangible emotions in selling. When you have it, you know it.  Your customer knows it. Likewise, when you are not confident, you create a sense of uncertainty.  Your customer also senses it.  That moment of doubt causes customers to second guess the choice […]

The importance of putting your customer on your company org chart Do you have a company org chart for your company?  If so, does it look like this? Listen in as we discuss how the Ag Sales Professional can create a new and improved Org chart to increase sales and ultimately become a Trusted Advisor!

Pre-Sell the Sale Got a tough sale coming up?  Maybe a price increase? Maybe your company is dropping one of your favored product lines and you are faced with switching your customers to a different product.  Maybe your marketing department just sent you the new promotional plan for the quarter? These are all real-life scenarios […]

And why it’s so important you ask it on every sales call “What’s Next?”  There it is.  I gave it to you right up front.  Ever see those clickbait web posts that make you weed through mountains of ads to get to the point?  Not this article. It’s so easy to ask and such a […]