To Call Or Not To Call, That’s The Question

Dear Paul, I can’t tell you how many times I come across good solid prospects (and customers) where it’s a great sales call but they cut short the conversation and say, “I’ve got to run now. Let me call you back this afternoon or tomorrow (or whenever).” Rarely do they follow through. These experiences make me want to scream, “Come on, folks! Do what you say and call me back. Don’t blow me off.” My question to you is should I be patient and wait a day or two or even more for them to call me back? After all, Read More…

The Top 6 Ag Sales Trends In 2017

Things are tough for farmers these days. Historically, farmers have been reluctant to change their ways and it’s easy to see why when you consider the risk involved with implementing or experiencing change on a farm. Think of it this way — if you make a misstep in a presentation or quote the wrong price, it may cost you what may have been a lucrative deal. The odds are good that you’ll have other chances soon to recover from that blunder as you tap your pipeline of prospects and arrange future sales meetings. But for farmers, the risks are much Read More…

How to Qualify A Sales Opportunity

It’s impossible to qualify a sales opportunity if you don’t know what it actually means to do so. For too many salespeople, a qualified sales lead is someone who checks all or many of the boxes next to the criteria you’ve identified for a promising prospect. Or, a qualified sales lead is someone who was identified by your marketing department and vetted by a member of your sales force. In order to truly qualify a sales opportunity, you need to do more than review your checklist of criteria for a lead you think is qualified and dig deeper than your Read More…

Quote The Quote To Close More Sales

Dear Paul, Why is that too often prospects are congenial, open and interactive with me at the start, but once I respond to their needs with a quote, I get “radio silence” and things go dead. I leave voicemails and send emails but I get no response. What’s worse is when I finally do get through to those prospects, too often I hear, “We liked your quote…buuuuttttt…we decided to go with another vendor.” While I hold back my frustration, I feel like blurting out, “You did what? Why didn’t you get back to me? I could have worked something out!” Read More…

Quit Nagging Your Sales Team!

Do you remember being a sales rep and dreading Monday morning because you knew your manager was going to greet you with one of those nagging questions… You could feel the tension in the air. It was just stewing in his head until he finally blurts out, “Why isn’t the report finished yet? It was due last week!” You were feeling pretty good with that first cup of java until you walked into the conference room and came face to face with your boss knowing that he was going to pounce on you about a task that should have been Read More…