Excited to have the opportunity to share an important sales tool with the Wisconsin Agribusiness Association in their quarterly magazine. If you are not familiar with it, you should be. Great articles every quarter. Yes, mostly associated with the Wisconsin market, but you would be surprised how relevant they are nationwide. For a direct link […]
How to use famous quotes to sell your biggest customers Let me start by throwing a few quotes at you and then we will try to make sense of their conflicting message: “Think Big to Be Big!” – Herb Tarlek, WKRP in Cincinnati TV show from the ’70s. Also quoted by many salespeople trying […]
How an NFL commercial can help you develop your sales team! In the mid-’80s, several companies ran ads during NFL games called, “You make the call”. They were short clips of some incredible football plays that were somewhat gray areas for the referee to make the call. Hence the name, “You make the call”. […]
Selling value seems like an uphill battle in a downward trending market I hear this statement often when working with sales teams. “Greg, this market has become so competitive. Competitors are discounting prices and throwing in extras that just about squeezes out our profitability.” Selling value seems like an uphill battle in a downward […]
And what you need to do to survive, thrive and prosper through them! ___________________________________________________________________________________ Bring this message to your sales team and your association! It’s time to quit hanging our head about how hard it is to call on our customers. Get some real solutions to your sales team’s real problems Contact me today to bring this […]
Strategies for approaching difficult conversations with customers Originally published in Wisconsin Agribusiness Association Magazine – Fall 2017 Ken was a hard-working livestock producer that I sold feed to for about 15 years. A second-generation producer in his late 50’s, he expanded the operation 3X over what his parents farmed. Over the 15 years, […]
Originally published in Feed & Grain’s Coach’s Corner Blog It’s not about your Selling Process Connect better and sell more when you get out of your selling process and get into your customer’s buying process!