Rural Strategy

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 [...]

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 [...]

Most rural sales reps I know fail because they are too eager to sell. They push and pressure their buyer. They want to close and convert too quickly. As a result, they make no sale because their [...]

Research from Accenture shows that 42.5% of sales reps take 10 months or longer to hit their straps. That means 10 months before they’re making you money, instead of costing you money. The [...]

Traditional sales training has a lot to answer for. Here are seven of the weakest sales questions we hear when training or observing rural sales teams. Usually the reason these situations occur [...]

Most rural reps I meet fail to follow up. Yet research shows the final 8-12 interactions is where 80% of all sales are made. This means if you or your rural sales team are failing to follow up, [...]

Making more rural sales is pretty simple based on a few key principles: Position your product or service as valuable, useful and different (so you don’t have to compete on price) Give more [...]

It pays to prepare for price buyers which are unfortunately all too common in rural. When all your prospect wants to do is talk about price this is what you need to say: “We can definitely [...]

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 [...]

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 [...]