Take a historical tour of your prospect’s prior actions          In training workshops, I always recommend that you take a tour of your prospect’s farm or agribusiness whenever possible.  It gives you a chance to see firsthand what is going on in their operation and opens up a lot of opportunities to […]

Join me today as I interview Dave Lewis Dave spent the last 40 years in agribusiness in the Midwest….in the same company.  As one of the longest running general managers in the cooperative system, Dave sat down with me to discuss some key points in developing a salesperson and sales team over those years.  And […]

Everyone is in sales! “I’m not sure why I’m in this training.  I’m not in sales.” Says the plant manager, truck fleet dispatcher, customer service rep, service department manager, IT employee, tech-research person.    Listen in to learn how everyone on the team is in sales.  Use this approach to differentiate yourself in the market!

Diagnostic Tools for Prospecting in Sales Create your own diagnostic tool for prospects to provide evidence of your value Every salesperson can use some form of a diagnostic tool to help determine the value you bring to a prospect.    Listen in to learn a how    If this podcast helped you on your journey […]

When should I give up on a prospect? How to be persistent and not pushy when prospecting The really short answer:  Never! The question of when to give up on a prospect comes up in almost every sales training workshop I put on.  Normally, it’s during the prospecting portion of the training. I like to […]

4 Lessons to Stand Up and Sell More  Learn how performing at an open mic night can help your selling skills Good news:  You don’t have to participate in an open mic night at a comedy club to learn these lessons.  Bad news:  I did!  In sales training workshops, some of the most important emotional […]

2 Quotes for Salespeople to live by From one salesperson to another, these quotes will help you in your journey in becoming a professional salesperson    Over the years in sales, you drive a lot of miles.  Driving those miles, gives you a lot of time to just think.  A lot of that thinking revolves […]

3 Important Questions for Salespeople Do you have good answers to these three questions?             The favorite part of any sales training workshop is the “Understand” phase.  This is the part of the day where we learn how to get better at asking questions.  As good as we think we […]

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