Podcast – Greg Martinelli

How to use story format to connect with your customers

Every salesperson can help their customers by using a powerful story.    The secret to a successful story in sales follows a format.  These are not just fun or amusing stories that go on and on randomly.  No!  Your selling stories need to have a clear structure and purpose for telling them.

Recently, I came across another story format.  It’s a little more involved than Similar Situation Storytelling, but worth the effort.  This format will set you apart from your competition as it focuses on becoming more than just a product provider.  It sets you up to be a trusted advisor to your customers. 

Sales Story Format: Step 1: …………….

Listen in and see if you can tell your sales story or learn how to build it from the ground up

How to build trust early in a selling situation

Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4th wall on a sales call. 

What is the 4th wall, and how do I break it?

Listen in as we discuss the 4th wall in sales and how you can use it to build trust and establish empathy quickly!

The most common feedback from sales training and how it can help you

After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback.  

It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. 

These are great, and I love the professionalism this shows on their part.  Acknowledging their compliment, I like to ask one further question after shaking hands: “What do you think was the biggest help for you from the presentation?” 

Over the last nine years of running an Ag-focuses sales training service, I have heard several answers to my question.  I compiled the most common ones below.  I share them as they might help you to understand how your career should include continuous learning.  These discussions might be helpful or open up your perspective on your selling approach.

First and most common is:

“I need to start asking questions!”  or “more questions,” or “better questions.”

Listen in as I go over the top feedback comments to help you sell better!

Selling to the farmer AND the reseller

It can be the best of selling methods and the worst of selling methods.  This, of course, is the sales version of the opening line from the famous book, “A Tale of Two Cities.” 

A recent sales training workshop reminded me that knowing who to focus on isn’t always easy. Selling in agribusiness has its own two worlds or sales structures.  Too many agribusinesses that sell through a reseller channel struggle to balance between these two selling processes.

The first sale is to the end user or consumer of your product.  For most of us, this is the farmer or livestock producer. 

The second sale is to the reseller/dealer/distributor of your products.  They go by several names depending on the product line of farm products you sell.  For the rest of this article, I will refer to them as your dealer network. 

If you sell through a dealer network, then you will forever be deciding on which to focus your efforts and resources on.

Listen in as we discuss the benefits and methods of selling through a dealer network

How did your dad help you become a better salesperson?

As many countries across the world will celebrate Father’s Day this coming weekend, I felt it best to honor all fathers, father figures, and anyone who showed up in your life to somehow make you better at selling.

Many of you might be thinking, “My dad was not in sales and didn’t teach me anything about selling.”  Maybe he wasn’t even in a business role in his job.  Maybe he was a teacher, a police officer, or some other public service.  And you may think you didn’t learn anything about selling from him.  After all, “What could a stressed-out air traffic controller teach me about sales?”

Maybe a little more than you think.

Listen in as we discuss how your father or father figure helped shape you into the salesperson you are!

 How Steve Martin and a performance review can help you close more sales

“How can I close more sales?”

It’s the most common question I get in sales training—and not surprisingly, the most common weak spot when salespeople evaluate themselves.

A recent interview with comedian Steve Martin reminded me of an employee review I once gave, and oddly enough, both experiences highlight the same truth: closing better starts with knowing better.

Listen in as we cover the most requested skill in sales training!

When was the last time you audited your territory or sales team?

Honestly, when was the last time you took a good, hard look at your territory or your sales team?  I mean, looking at it like an audit would?

If you’re like most sales managers or business leaders, the answer is probably… never.

Listen in as we discuss the importance of using an audit-style process to review an individual salesperson and their territory.

How to stand out and stand tall

with the power of speaking….

Listen in as Sara Cross and I discuss the power of speaking at high-stakes moments.

Whether it’s one-on-one on a sales call, speaking to a board of directors, team selling a group of customers, or speaking in front of hundreds of people, the ability to speak with confidence is achievable by anyone.

Key Interview Times

Sara Cross contact info:

Email:  Sar[email protected]

Website:  www.StandTall-LLC.com

An interview with Chrissy Wozniak of North American Ag

I am joined by Chrissy Wozniak, who owns and runs North American Ag and is the marketing manager for Ecorobotix in the US.

We welcome her today in a discussion focused on Ag tech. In her travels, she attends all the major US farm shows as well as several in Europe and Canada. Ag tech can be a noisy industry with buzzwords and gray areas that are difficult to define. For example, regenerative, eco-friendly, carbon sequestration, etc.

world’sJoin us on the podcast as we discuss the big picture of these terms and then get into the weeds (pun intended) of growing the worlds food supply!

Key Interview Times

Chrissy Wozniak contact info:

Email:  [email protected]

Website:  https://www.northamericanag.com/

Ask a closing question!

Not a week goes by that I am not approached and asked one of the most common questions in sales training. Everybody wants to know, “How can I get better at closing?”

It’s the skill that everybody, every salesperson, and every sales manager wants to know.

To help, I have a really quick exercise for you….

Listen in as we discuss one quick test of your closing skills as step one to improve them