Rural Sales Training

I’m noticing a disturbing trend: an increasing tolerance of underperformance by underperforming leaders who have have sat in their jobs for too long. It’s not just in sports or Ian [...]

Being counterintuitive is a hidden super power when it comes to rural sales. Counterintuitive questions work so well because your prospect doesn’t expect them and it breaks their automatic [...]

I want you to ban the word Marketing in your rural business and call it Sales Support instead. Brace yourself for the howls, complaints and massive amount of crap you’ll get when you put [...]

“Everything that needs to be said has been said already. But since no one was listening, everything must be said again.”  – Andre Gide. Yes, I’m banging that bloody drum again. Why St [...]

When you go to the Doctor you present your problem to them. They don’t present your problem to you. We call it a consultation. You give them information by answering their questions and [...]

Sales is one of those professions where there is little structure. Many rural reps spent a lot of their time remotely travelling across their territory with little structure or system [...]

Questions are the single biggest skill any rural sales professional can learn after listening. Mastering the art of asking questions can be the difference between an average rural sales rep [...]

When we train rural sales teams there’s a reluctance to do role-play. Enter massive groans and the excuses start flying… They say: “I don’t have the right figures to [...]

Some people think going to the gym once will make them fit. Newsflash: it won’t. What will work is daily and deliberate practice to be the best you can be in rural sales. You have to put [...]

Let’s do employee engagement by the numbers: 31% are Actively Engaged (which makes them super sales stars and talent-attracting assets) 21% are Actively Disengaged (who are killing your [...]