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. [...]

If there’s one skill—one single skill—that can take you from mediocre to magnificent in rural sales, it’s the art of asking great questions. Not just any questions. Powerful questions. The kind [...]

Flying back from a recent sales training trip in Australia I found a great documentary on the plane called Gold Digger by first time journalist and passionate code head Matt Durant. The proven [...]

There is one word that is a slow-death march when it comes to the effectiveness and ROI of your rural marketing. And I see it all the time. The problem is the untrained eye can’t. The other [...]

Your rural sales team are people not resource units. Like high-performance sports coaches, you need to know what makes each member of your team tick.  Spreadsheets are a lag indicator not a lead [...]

We all know sales people who use every other word under the sun to describe their core role, except for the word “sales”. The reasons are obvious. Who wants to be associated with [...]

Our strengths as rural sales people can often be our biggest weaknesses.  Yet too often we lack the self-awareness to see this until it’s pointed out by others.  So I’m going to save you all that [...]

When selling CRM to rural sales teams, rural companies forget these same people are professionals who sell for a living so they need to be actually sold on something.  If you sell your CRM from [...]

When I ask my students “What is the most important part of the sales process?” they always enthusiastically answer: the product or service they sell. I then ask them what I mean when I say “The [...]

You see it all the time. You take your dog for a walk and there’s your next door neighbour diligently watering their lawns, except that half of it hitting the pavement. What a waste of precious [...]