"Get curious about people to thrive in sales."
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St John Craner of New Zealand and I delve into the intricacies of sales training, particularly within the rural sector.
St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling.
We get into the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients and effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks.
00:00 Introduction and Personal Stories
03:01 Transitioning to Sales Training
06:08 Understanding the Rural Sales Landscape
09:02 The Psychology of Selling
12:03 Coaching Mindsets and Sales Success
14:53 The Importance of Client Relationships
18:04 Finding and Attracting Clients
21:03 Building a Reputation in Niche Markets
23:56 Effective Referral Strategies
30:53 Building Relationships for Success
33:19 The Importance of Consistency in Sales
35:29 Mastering the Fundamentals
37:41 The First Sale: Selling to Yourself
42:25 Warm Calling vs Cold Calling
45:59 Serving Over Selling
- Invest in yourself.
- He grew up a farmer's son.
- Farmers are the most over-sold group of buyers, so they are a great training ground for how not to sell.
- They buy big, expensive things.
- Focus more on the person than on the product.
- Be genuinely curious in them and want to help them.
- Seek to serve and ask good questions.
- Become a buyer's assistant.
- If you have a closed mind and you think you know everything, you know nothing.
- Loser Larry...Mediocre Mike...Super Steve.
- Most suffering in sales is self-inflicted.
- Selling is all about serving and helping people.
Most suffering in sales is self-inflicted.”
- "My training is not for everyone."
- It's not happy-clappy.
- Your best prospects look like your best customers, and your best customers look like your best prospects...so pick better customers.
- Find your tribe.
- Generalities stall. Specificity sells.
- Road before region.
- Farmers hang out with other farmers.
- Before you go across town, go next door.
- Be brilliant in the basics and focus on the fundamentals.
- Ask for referrals ahead of time.
- "Ask in the afterglow."
- Consistency beats intensity.
- You must sell yourself.
- The inner work is the hardest work.
- That reflection is hard.
- I just want to project my issues onto you.
- "Cold calling is for losers." (Make gold calls.)
- Combine math and psychology.
- Be a lifelong learner.
- It's not B2B, it's B to Me.
- You have to be generous and give and give and give.
GUEST INFO:
- Guest Site: https://www.ruralsalessuccess.com/
- Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/
- Guest Facebook Group: https://www.facebook.com/groups/285326399207141/