The 1 question you need to ask every farmer you sell to during an inflation Remember that childhood challenge from the local bully?  The one that sounded something like, “Yeah?  So, what are you going to do about it?” Well, it might just be a great solution to the current environments you are running into when selling to farmers in today’s inflationary markets. The bully asked this question because they felt you had no options.  Meaning, they were going to say or do whatever they wanted.  You were just going to have to deal with it.  In many of those cases, you agreed ..read more

The 1 question you need to ask every farmer you sell to during an inflation Remember that childhood challenge from the local bully?  The one that sounded something like, “Yeah?  So, what are you going to do about it?” Well, it might just be a great solution to the current environments you are running into when selling to farmers in today’s inflationary markets. The bully asked this question because they felt you had no options.  Meaning, they were going to say or do whatever they wanted.  You were just going to have to deal with it.  In many of those cases, you agreed ..read more

3 areas to differentiate yourself as a salesperson When your customers interact with you and your company, do they say, “Wo! Or WoW?” Wo means, their experience is so bad, they exclaim, “Wo! That was bad.” WoW means, their experience is so good, that they exclaim, “Wow, that was fast, easy, great!” The Problem: As sales professionals, we are striving to Wow our customers with our technical knowledge and our great products.  We love to get into the weeds on the features and benefits of our products and their results.  And there is nothing wrong with that.  Except, that every one ..read more

3 areas to differentiate yourself as a salesperson When your customers interact with you and your company, do they say, “Wo! Or WoW?” Wo means, their experience is so bad, they exclaim, “Wo! That was bad.” WoW means, their experience is so good, that they exclaim, “Wow, that was fast, easy, great!” Listen in as we discuss how to set yourself apart from all the other salespeople in your market ..read more

Use the Buddy Shirt Method to develop teamwork Everyone knows or should know that we can all accomplish more through teamwork.  And most of us in business actually practice fairly good teamwork behavior.  The Problem: However, there is a group of employees in our business that historically struggles with teamwork.  This group can sometimes even feel like they are above the rest of us.  Feeling superior, they often practice poor teamwork skills and create resentment within the organization. By now, I’m sure you realize, I am referring to the sales team.  Yes, the people ..read more

Use the Buddy Shirt Method to develop teamwork Everyone knows or should know that we can all accomplish more through teamwork.  And most of us in business actually practice fairly good teamwork behavior.  The Problem: However, there is a group of employees in our business that historically struggles with teamwork.  This group can sometimes even feel like they are above the rest of us.  Feeling superior, they often practice poor teamwork skills and create resentment within the organization. By now, I’m sure you realize, I am referring to Listen in as we discuss the teamwork ..read more

Listen better, gain more understanding of what your customer needs, and sell better Every customer or prospect you meet is seeking one common goal.  Do you know what it is?  Is it money, bigger yields, lower input costs, or increased ROI?  Maybe.  But the one thing every one of them wants from you as their salesperson is to – Be understood.  Not just understand farming or crop/livestock farming.  Not just farming in this area.  But their specific farming circumstances on their farm, with their financial situation, and their family/business dynamics. And there ..read more

Listen better, gain more understanding of what your customer needs, and sell better Every customer or prospect you meet is seeking one common goal.  Do you know what it is?  Is it money, bigger yields, lower input costs, or increased ROI?  Maybe.  But the one thing every one of them wants from you as their salesperson is to – Be understood.  Listen in to learn how “Looping” can help you be a better listener and sell better ..read more

People buy from people they trust There is a well-known phrase in selling, “People buy from people they know and trust”.  A great quote and certainly true.  Customers prefer to do business with salespeople and businesses they know and trust.  The struggle that most of us face in selling is, “How do I build trust?”.  If you are a new salesperson and don’t have established relationships, this can be difficult.  The most common ways to bolster trust with a customer are actions, such as: Do what you say you will do.  Be honest, sincere, and authentic Care Promptly de ..read more

People buy from people they Trust There is a well-known phrase in selling, “People buy from people they know and trust”.  The struggle that most of us face in selling is, “How do I build trust?”.  If you are a new salesperson and don’t have established relationships, this can be difficult.  Listen in as Greg discusses the actions and Words that build Trust with your prospects and customers ..read more