The Rural Sales Show

In this conversation, Patrick discusses the principles of behavioural science and ethical persuasion, understanding human decision-making processes and the influence of social proof and authority on human behaviour. We delve into the seven principles of persuasion as identified by Dr. Robert Cialdini. They discuss the importance of authenticity, building relationships through shared values, and leveraging consistency in persuasion and the importance of reciprocity, liking, unity, social proof, authority, consistency, and scarcity in shaping relationships and driving sales. The conversation also delves into ethical considerations in persuasion, emphasizing the significance of intent and the long-term consequences of unethical practices. Through engaging anecdotes and case studies, they illustrate how understanding these principles can lead to more effective communication and decision-making.

Enjoy this one.

Chapters:

00:00 Introduction to Behavioural Science and Persuasion

02:35 Understanding Human Decision-Making

08:43 System One vs. System Two Thinking

15:18 The Role of Attention Span in Decision-Making

21:40 Ethical Persuasion and Its Importance

26:07 The Power of Association in Marketing

30:00 Exploring the Seven Principles of Persuasion

36:00 The Importance of Authenticity in Relationships

42:12 Building Connections Through Shared Values

48:00 Leveraging Consistency for Persuasion

51:58 Recap of Persuasion Principles with Practical Examples

52:59 The Power of Reciprocity in Consumer Behaviour

54:11 Understanding Liking and Unity in Relationships

56:42 The Influence of Social Proof and Authority

01:00:11 Consistency and Scarcity: Motivators in Decision Making

01:01:10 The Impact of Scarcity: A Case Study in Beef Sales

01:07:04 Ethics in Persuasion: Navigating the Fine Line

01:12:12 The Importance of Intent in Persuasion

If you want to find out more abut Patrick and what he and his team offer go to: ⁠https://ethicalpersuasion.com.au/⁠

To connect with Patrick do it here: https://www.linkedin.com/in/patrick-van-der-burght/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

In this episode, Simon Bowen shares valuable insights on sales, emphasising the importance of understanding human behaviour. He advocates for a noble approach to selling that prioritises value and understanding over pressure tactics.

Simon discusses using models to enhance communication and highlights the difference between being a vendor and a customer hero. He also addresses how sales are evolving in our AI-driven world and the significance of wisdom in the process.

He encourages a future-proofing approach by simplifying complexity, maintaining calm, and helping clients become the heroes of their own stories. Finally, Simon underscores the importance of embracing AI to stay competitive in the changing market.

Make sure you watch Simon and me chat as he draws his wonderful and powerful selling models on our new YouTube Channel: ⁠https://www.youtube.com/watch?v=yC4AbZvx4kE⁠

To find out more about Simon and his models visit: ⁠www.modelsmethod.com⁠ and make sure you sign up for his 20min teachings.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

In this conversation, ⁠Paul Niven⁠, Vice President of Sales at Alta Genetics, shares his extensive journey in the agriculture and dairy industry, particularly focusing on his experiences in China and international sales. He discusses the importance of understanding customer needs, the qualities of effective sales leaders, and the significance of structured sales training. Paul emphasizes the need for salespeople to build genuine relationships with customers while also being knowledgeable about their products. St John and Paul discuss the challenges and strategies in sales training and management, particularly in the agricultural sector. They emphasize the importance of effective training methods, the role of sales managers, and the vital integration between sales and marketing. The discussion highlights the need for follow-up after training events, the balance between managing and selling, and the evolving nature of sales strategies. Paul also shares insights on the difficulties of agricultural sales and the necessity of continuous learning and adaptation in the field.

Paul's LinkedIn: www.linkedin.com/in/paul-niven-%E…5%8D%9A-1127a8b/

Sound Bites

- There are no customers in head office.

- A theory download is no good.

- Sales managers should not be selling.

- Sales is the lifeblood of business.

- Agricultural sales is very tough.

- Don't pretend you know everything.

- You need to keep learning.

Chapters

00:00 Introduction to Paul Niven and His Journey

02:11 - Career Path and Experiences in Agriculture

08:33 - Transition to China and International Sales

12:34 - Managing a Diverse Sales Team

14:28 - Qualities of a Good Sales Leader

20:28 - The Importance of Customer Relationships

26:41 - Sales Training and Development

34:15 - Defining a Successful Sales Process

38:45 - The Pitfalls of Traditional Sales Training

42:11 - The Role of Sales Managers in Coaching

44:41 - Designing Effective Sales Management Training

48:40 - Sales Managers: Should They Sell or Manage?

54:18 - The Interplay Between Sales and Marketing

01:01:46 - Advice for Younger Sales Professionals

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

I wanted to kick off the new year with a few thoughts and reflections to kick off 2025 for you. I hope these ideas and insight help you. Enjoy.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

This week Wes “Sales Whisperer” Schaeffer joins us from Southern California to talk all things sales. Wes is a seasoned sales pro with all the creds you’d expect from a former US Airforce Man. We swap war stories on best and worst sales training techniques, what Wes sees as what the best sales pros are made of, the role of mentors and what you can do to make more sales. We also talk Ju-Jutisu, Jock Willink and Bruce Lee along with the importance of commitment, discipline and consistency.

He also shares his own much better version of ABC - the new ABCs of selling are always be curious, concise, consistent, and congruent.

Wes is a top dude and worth following. Enjoy this one.

To connect with Wes do it here LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/

To find out more about his 12 weeks to Peak programme go to https://wesschaeffer.com/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

This week we go to Alberta, Canada to speak to top territory manager Joe Messina who works for ⁠Noble Equipment⁠: https://www.nobleequipment.ca/.

Joe typifies what a great territory manager looks like: disciplined, self-motivated, driven and focussed. Listen to how he plans his weeks, manages his time, segments his customer base and bounces back from knock backs or rejections.

If you’re a machinery sales rep – or any rural sales rep for that matter – you can learn a lot from the likes of Joe.

Enjoy this one.

To connect with Joe do it here ⁠LinkedIn⁠: www.linkedin.com/in/joe-messina-963055191/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

This week I got lucky – again. For the second time I got back on with the wonderfully knowledgeable Andy Paul and his excellent show The Win Rate podcast: https://open.spotify.com/show/1B2IyepUjl01CP2LbOzxt3

Andy, me and his guests talk about the importance of not selling, selling like a human and the problem with forcing prospects through a seller’s process, rather than a buyer’s process.

This was a lot of fun and I think you’ll learn a lot about what stance to take when selling to win more deals.

Enjoy this one.

To connect with Andy do it here LinkedIn: https://www.linkedin.com/in/realandypaul/

Make sure you follow and subscribe to his podcast show The Win Rate: https://podcasts.apple.com/co/podcast/the-win-rate-podcast-with-andy-paul/id1688743707?

And make sure you buy a copy of his brilliant book Sell Without Selling Out: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

"Self-interest is undefeatable.”

Make sure you read this again. What sales coach and trainer Michael Dunlevy is teaching us is we can only sell to our prospect’s self-interest which in turn will then serve our own.

Michael shares a similar sales philosophy to me and is very aligned in the same practices which made it a joy and pleasure to have this conversation with.

Take this episode as special training coaching call for you.

Listen and learn.

I hope it helps.

To connect with Michael connect and follow him, make sure you do here.

Facebook: https://www.facebook.com/MichaelJamesDunlevy

LinkedIn: https://www.linkedin.com/in/michael-j-dunlevy/

Also make sure you follow his and his colleague James Lawrence and their Unscripted Podcast: https://www.youtube.com/@jameslawrenceco/podcasts

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

Aaron Walsh is mental skills coach who works with the Chiefs Super 15 Team in NZ, Scotland Rugby, Harlequins, Texas Rangers and the Newcastle Knights.

We talk about what sales teams can learn from high performance sports teams he has coached and trained over the decades.

He shares his framework of: Grow yourself - Grow your mindset - Grow under pressure.

We also talk about the importance of belief, accountability and ownership and how this leads to sustained success.

We also discuss how to “manage the moments”.

To connect with Aaron connect with him here on LinkedIn: https://www.linkedin.com/in/aaron-walsh-561690b0/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

“Ferg” as he’s affectionately known to many on both sides of the ditch is founder and owner of NextGen Agri which specialise in animal genomics and advisory.

Ferg shares in this episode how he stays on his game with the extensive travel he does, his routines, his rituals and how he manages energy and exercise along the way.

We also have Ferg to thank for giving us a big boot up the backside to get this podcast up n’ running.

🙏 Ferg.

Enjoy this one.

To connect with Ferg direct: ⁠https://www.nextgenagri.com/⁠

Make sure you follow his podcast: https://open.spotify.com/show/5q1bL5oun1Mczrpgj9gk2f

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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