Confidence isn’t something you’re born with — it’s something you build through awareness, communication, and what you tell yourself every day.

In this episode of The Rural Sales Show, St John Craner sits down with Anthony Laye, a mentalist, behavioural expert, and keynote speaker, to explore how understanding human behaviour can dramatically improve the way you lead, sell, and show up.

Anthony shares his unexpected journey from running a carpentry business in the UK to becoming a sought-after speaker in Australia, unpacking the behavioural principles that sit behind confidence, influence, and trust. Together, they dive into the power of self-talk, the importance of creating psychological safety, and how body language and presence shape every interaction — often before a word is spoken.

This conversation is a deep look at the human side of performance, communication, and personal growth.

You’ll learn:

• Why confidence is built through awareness, not personality
• How self-talk shapes performance, belief, and behaviour
• The role trust and safety play in effective communication
• Why body language often matters more than words
• How to deliver messages clearly without creating resistance
• The importance of presence and how you show up for others
• How greater self-awareness leads to lasting personal change
• Simple shifts that build confidence and credibility in any interaction

Anthony and St John unpack the psychology behind influence, the mechanics of communication, and the subtle behaviours that separate those who connect easily from those who struggle to be heard — insights that apply whether you’re leading teams, selling in rural markets, or working on your own confidence.

🎧 Listen now to discover how mastering your internal dialogue and external communication can transform the way others respond to you — and the way you see yourself

📌 Resources:

• Learn more about Anthony Laye’s work: https://www.anthonylaye.com
• Connect with Anthony Laye on LinkedIn and Instagram

Growth doesn’t happen by accident — it’s built through standards, action, and the willingness to reflect honestly.

In this episode of The Rural Sales Show, St John Craner takes time to reflect on the past year, sharing the lessons, challenges, and insights that shaped his thinking on leadership, performance, and progress.

From team dynamics and setting high standards to the growing role of AI in business, St John unpacks what he’s learned about doing the work that actually moves the needle. He talks candidly about the importance of routines, discipline, and making decisions — even when it’s uncomfortable — as essential ingredients for long-term success.

This is a conversation about ownership, momentum, and choosing to lead yourself first as we look ahead to what’s coming next.

You’ll learn:

• Why personal growth starts with honest reflection

• How strong team dynamics are built through clarity and standards

• The role routines play in sustaining high performance

• Why action beats intention every time

• How AI can be practically integrated into business, not feared

• What commitment really looks like when results matter

• Why waiting for the “right time” is the fastest way to stall progress

• How to position yourself for growth heading into 2026

St John challenges listeners to raise their standards, take responsibility for their development, and be proactive — not passive — about where they’re heading professionally and personally.

🎧 Listen now to reflect, reset, and recommit to the habits and decisions that will shape your success in the year ahead.

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Culture isn’t something you copy — it’s something you create.

In this episode of The Rural Sales Show, St John Craner sits down with Conrad Smith, former All Black and renowned leader, to explore what it really takes to build a team culture that lasts.

Drawing on his experience inside one of the most successful sporting teams on the planet, Conrad shares why authenticity matters more than imitation — and why the strongest cultures are those built deliberately, thoughtfully, and uniquely from the inside out. Instead of replicating what other teams do, the All Blacks invested in what genuinely aligned with their identity, values, and purpose.

This is a conversation about clarity, ownership, and choosing carefully where you put your energy — lessons that extend far beyond the rugby field into business, leadership, and life.

You’ll learn:

• Why great cultures aren’t copied — they’re crafted
• How authenticity creates alignment, buy-in, and pride
• Why teams must invest in what truly adds meaning and value
• How the All Blacks chose rituals and practices that reflected who they really were
• The leadership principles behind building a high-performing environment
• Why clarity of identity is foundational to sustainable success
• How teams can strengthen culture by owning their story and direction

Conrad and St John unpack what separates world-class teams from the rest — the intentionality, humility, and identity that shape how people show up and perform, whether on the field or in the workplace.

🎧Listen now to discover how authenticity, clarity, and cultural ownership can transform the way your team works together and what they believe they can achieve.

📌Resources:

• Learn more about Conrad here
• Connect with Conrad Smith on LinkedIn

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Leadership isn’t about doing more — it’s about leading better.

In this episode of The Rural Sales Show, St John Craner sits down with Jess Weiss, a leadership coach and organisational culture specialist, for a powerful conversation on what truly drives engagement, performance, and sustainable success inside teams.

Together, they unpack the rising issue of employee and manager disengagement — the silent cost to businesses everywhere — and explore how coaching, accountability, and clarity can transform how teams show up and perform. Jess shares her insights on how better conversations, smarter delegation, and stronger cultures create the conditions for people to thrive, not just survive.

They also dig into the importance of energy management over time management, a shift every modern leader needs to make to prevent burnout and maintain high performance for the long haul.

You’ll learn:

• Why disengagement is one of the most expensive problems in any business
• How manager disengagement creates ripple effects across entire teams
• The role coaching plays in lifting performance and improving culture
• How to master difficult conversations with confidence and clarity
• Why effective delegation increases ownership and empowers your people
• The power of vulnerability, curiosity, and continuous improvement in leadership
• Why energy management — not time management — is the key to sustainable success
• How to create a culture where accountability is expected, not avoided

Jess and St John dig deep into what it really takes to build teams that care, leaders who coach, and cultures that consistently deliver — lessons that apply whether you're leading a rural sales team, a growing business, or a busy organisation.

🎧 Listen now to discover how better leadership habits can transform engagement, performance, and the wellbeing of both you and your team.

📌 Resources:

• Learn more about Human Tribe.

• Connect with Jess Weiss on LinkedIn

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Understanding people isn’t a soft skill — it’s a sales skill.
In this episode of The Rural Sales Show, St John Craner sits down with Melina Palmer, an applied behavioral economist who has made it her mission to bring real-world behavioral science into everyday business and sales conversations.

Together, they explore Melina’s unexpected journey into behavioral economics and the powerful lessons it holds for anyone in sales, leadership, or customer-facing roles. From decision-making shortcuts to pricing psychology, Melina reveals why people do what they do — and how small tweaks in language and approach can shift the entire outcome of a conversation.

This is a masterclass in understanding human behavior, delivered in plain English, with practical applications for anyone selling in rural markets.

You’ll learn:

• Why behavioral economics matters more than ever in sales
• The key heuristics and biases that shape customer decisions
• How language influences trust, clarity, and conversion
• Simple pricing strategies grounded in behavioral science
• How to ask better questions to create better conversations
• Why being thoughtful and intentional changes buying behavior
• How understanding human psychology leads to stronger relationships and improved outcomes

Melina and St John unpack the hidden forces behind everyday decisions, the science of influence, and how small behavioral cues can lead to big improvements in your sales results — whether you’re talking to farmers, teams, or customers.

🎧 Listen now to discover how behavioral economics can help you sell smarter, communicate clearer, and build stronger relationships in business and life.

📌 Resources:

• Melina’s The Brainy Business: https://thebrainybusiness.com/

• Learn more about her books: https://thebrainybusiness.com/books/

What Your Customer Wants and Can’t Tell You: https://thebrainybusiness.com/what-your-customer-wants/

What Your Employees Need and Can’t Tell You: https://thebrainybusiness.com/what-your-employees-need/

The Truth About Pricing: https://thebrainybusiness.com/the-truth-about-pricing/

• Connect with Melina on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Sales success in rural markets isn’t about product — it’s about people, leadership, and knowing your patch inside out.

In this episode of The Rural Sales Show, St John Craner sits down with Trevor Dennis, Managing Director of Haifa Australia, for a grounded and insightful conversation on what’s really shaping rural sales performance today.

Together, they explore the fundamentals of great selling and great leadership — from mentoring and mindset to recruitment, relationships, and reading market dynamics. Trevor shares his journey through agribusiness and sales management, revealing why the best reps still win on trust, curiosity, and genuine customer connection.

You’ll learn:

• Why sales managers who coach — not just direct — build better-performing teams
• How self-awareness and honest feedback shape long-term sales success
• What to look for when recruiting rural sales talent (and what to avoid)
• Why time in the market still beats time behind a desk
• How to build deeper customer relationships that last beyond the transaction
• Why people-first selling outperforms product-first selling every time

Trevor and St John unpack the realities of rural sales, the power of mentoring, and the human side of leading teams in today’s competitive agribusiness landscape — lessons that matter whether you’re managing a territory or developing a national team.

🎧 Listen now to learn how investing in your people, your coaching, and your customer relationships can transform the way you lead and sell.

📌 Resources:

• Learn more about Haifa Australia
• Connect with Trevor Dennis on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Selling with confidence isn’t about being pushy — it’s about people, performance, and purpose.

In this episode of The Rural Sales Show, St John Craner heads across the ditch to Sydney to chat with Yvonne Hilsz, an award-winning sales trainer and coach who helps teams sell with confidence and leaders lead with clarity.

Together, they explore what really drives sales success — from mindset and motivation to coaching, connection, and confidence. Yvonne shares her journey from hospitality to high-performance sales training, revealing how trust, rapport, and great questioning underpin every successful sale.

You’ll learn:

• Why confidence is the cornerstone of consistent sales performance
• How to coach your team instead of just managing them
• The difference between high and low performance types — and how to lead each one
• Why mindset and self-awareness matter more than scripts or KPIs
• How to build rapport that leads to long-term customer relationships
• Practical ways to recognise top performers and lift underperformers

Yvonne and St John unpack the psychology of selling, the art of coaching, and the human side of leadership — lessons that apply whether you’re leading a rural sales team or running your own business.

🎧 Listen now to discover how shifting your mindset and coaching approach can transform how you lead, sell, and build trust with every client.

📌 Resources:

• Learn more about Yvonne Hilsz: https://yvonnehilsz.com/
• Connect with Yvonne on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Selling isn’t about pressure — it’s about positioning, psychology, and trust.

In this episode of The Rural Sales Show, St John Craner speaks with Blair Enns, world-renowned sales trainer and author known for helping creative professionals master the art of selling expertise.

Together, they unpack what truly drives sales effectiveness — and how mindset, framing, and confidence shape every client conversation.

You’ll learn:

• Why mindset matters more than tactics in high-trust selling

• How to sell your expertise instead of discounting your value

• Smart strategies for pricing, packaging, and bundling services

• The four conversations that define every successful sale

• How to handle objections without losing authority or rapport

• Why not everyone needs to be a “salesperson” — and what to focus on instead

Blair and St John explore how to lead better sales conversations built on clarity, trust, and curiosity — lessons that apply whether you’re selling creative services or complex rural solutions.

🎧 Listen now to learn how shifting your mindset can transform how you sell, price, and build long-term client relationships.

📌 Resources Mentioned:

• Books by Blair Enns:

  • The Win Without Pitching Manifesto

  • Pricing Creativity

  • The Four Conversations

• Connect with Blair on LinkedIn

  
  

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

What does it take to go from farm life to becoming a top rural sales performer?

In this episode of The Rural Sales Show, St John Craner talks with Jade Sklenars of Power Farming, New Zealand, who shares his inspiring journey from a dairy farming background to thriving in agricultural machinery sales.

Jade opens up about the lessons he’s learned along the way — from finding structure in routines to shifting from a traditional “product-pitch” approach to a service-first, customer-focused mindset.

You’ll discover:

• Why routines and consistency are critical for sales success
• How to ask the right questions to uncover true customer needs
• The shift from selling products to building trust and serving clients
• How to stay productive without feeling overwhelmed
• The role of effective training and coaching in levelling up your sales career
• Why investing in relationships is the key to long-term results in rural markets

Jade’s story is proof that with the right mindset, structure, and focus on serving rather than selling, anyone can rise to the top in rural sales.

🎧 Listen now to hear Jade’s journey — and the practical lessons you can apply to your own sales career.

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

CRM systems fail not because of the technology, but because sales teams never buy in.

In this episode of The Rural Sales Show, St John Craner talks with John Golden, Chief Marketing Officer at Pipeliner CRM and host of SalesPOP! podcast. John shares how sales leaders can successfully implement CRM systems, avoid common pitfalls, and turn them into true performance drivers.

You’ll learn:

• Why defining your sales process is essential before rolling out CRM

• The common mistakes businesses make during CRM implementation

• How AI can enhance CRM and sales effectiveness

• Why sales leaders should focus on the early pipeline stages

• How to prepare properly for sales calls to improve close rates

• The role of incentivization in driving CRM adoption

• How to align sales strategies with changing buyer behavior

John brings decades of experience in sales enablement, coaching, and marketing leadership — making this episode a must-listen for anyone struggling with CRM adoption or looking to sharpen their sales process.

📌 Resources:

• Learn more about Pipeliner CRM

• John Golden’s podcast: SalesPOP!

🎧 Listen now to discover how to make CRM work for your sales team, not against it.

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz