Today we discuss: The importance of your self confidence to Sell yourself first: Overcoming the fear of rejection when we realize that every salesperson meets rejection. The importance of connecting with people first, then sell them Her new book, “From Zero to Sales Hero” Her upcoming retreat: “The Best Version of You” Her Triple-A Formula: […]

4 critical components when struggling in sales After riding with and coaching hundreds of salespeople over the past 30 years and watching my own behavior, I try to come up with great ways for busy salespeople to improve their selling skills.  After running into the same scenario time after time, I try to bring those […]

The Why’s Guy Method to Better Selling For those of us that remember being called a “Wise Guy”, we know it’s not really a good thing.  In slang, it meant you were over-confident, conceited, kind of a know-it-all.  In the Three Stooges episode, it was the comment right before Moe would hit Curly.  In mafia […]

3 Ways to continuously improve your selling success The old saying is, “Don’t mess with success”.  Another version of that is, “If it’s not broke, don’t fix it”.  This might not be the best advice for a sales territory! Listen in to get a different perspective on why you should be messing with your success…..at […]

3 Tips for those that sell complicated or invisible products Do you sell a highly technical product?  One that is difficult to explain? Like a biological soil product, a pre-biotic for dairy cattle, or option strategies for grain marketing.  Do you sell an invisible product?  Like yeast, probiotics, soil additives, or micro-nutrients.  Do you sell […]

That’s why your customers need you now more than ever before To prove it to a recent group, I took my weekly agribusiness newspaper and counted up every single article into three categories:  Negative, Positive, or Neutral.  The count was 13 negative articles, 5 neutral articles, and 3 positive articles.  The problem for Salespeople in […]

Become a Big Fish in a Small Pond The Problem:  You struggle to sell your branded products because… You’re not the brand leader:  In most markets, there is one company that has spent more time, resources, and money to become the brand leader.  They rightfully deserve brand recognition.  However, it’s tough to sell into this […]

And the importance of hyper-availability Differentiating yourself in a commoditized world: In sales training workshops, there is a time when we share what is working in our selling process.  In one recent workshop, one of the higher performers in the group shared his secret, “I answer my phone”.  At first, the group laughed as it […]

Watch or Listen in as Belinda Harter from the Women in Agribusiness Summit joins me to discuss this great opportunity for professional development This September in Dallas, the three-day Women in Agribusiness Summit has a long list of development and networking opportunities. Keynotes from top Agribusiness leaders Breakout Sessions Scholarship Program The Demeter Awards Special […]

Set the bar low and blow your goals out of the water Before you think I’m crazy in my goal-setting recommendations, please read or listen all the way through.  It may sound like I am against goal setting.  Or that I want you to set low standards of achievement.  Quite the contrary.  I am a […]