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Have you mastered the art of the implication question? If not, you’re leaving money—and opportunities—on the table. In rural sales, it’s easy to stick to surface-level questions. But if you want [...]

Every rural salesperson knows this classic line: “I’m just after a price right now.”  It’s the verbal equivalent of hitting a brick wall. But here’s the thing: when someone leads with price, it’s [...]

What’s the first thing that flashes through your mind when an unknown number pops up on your phone? Chances are, it’s something like this: “They’re going to try and sell me something I [...]

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 [...]

When I hear rural businesses utter these words I know they are living in La La Land. Your potential customers don’t ignore your competition so why would you? Saying you don’t focus on your [...]

People say “sales is about numbers”. It is but you need to focus on the right numbers not the wrong ones. At a basic level you should focus on the number of leads you have. But unless [...]

I often hear this veiled cry of desperation from rural marketing departments or uneducated sales people. My challenge is always: awareness of what? The question is designed to get you to think [...]

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 [...]

What’s the first thing that goes through your mind when someone rings you who you don’t know? “They’re going to try and sell me something I don’t need” Rural [...]

Let’s assume you’re making the same top-line revenue you did last year and the year before that. Your margins and costs are getting tighter and you can’t pass on or raise your [...]