Why ‘Me’ vs ‘We’ Language Matters in Rural Sales Teams
When Your Rural Sales Rep Says “My Customers”, You Have a Leadership Problem Most Rural Sales Managers have heard it before. “My customers.” At first glance, it sounds [...]
Counterintuitive Questions: The Game-Changer for Rural Sales Strategies
In rural sales, doing what everyone else does is the fastest way to blend in—and get ignored. The secret to standing out? Being counterintuitive. Counterintuitive questions are your hidden power. [...]
Elevate Rural Sales: It’s Not What You Sell, But How You Sell
Rural Sales Success: Explore why it’s not just about what you sell, but how you sell. Win rates have been on a constant decline for years now. Research shows any deals over $100,000 are won [...]
Let’s call out Marketing for what it is
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 [...]
[Rural Sales] The Difference Between Pains And Problems
The problem with problems is they are public, whereas pains are private. We have to get past problems to get to pains because when something pains us, it is specific and sensitive to us. And when [...]
The Best Sales Presentation Is The One You Never Make
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 [...]
