Good Selling is like Good Farming

Put Your Overalls On: Good Selling Is Like Good Farming If you re a farmer and you want a good crop in August, what must you do? One thing I learned growing up in Indiana was that farmers plan months ahead: soil improvement, tilling, and seeding are all... More

Put Your Overalls On: Good Selling Is Like Good Farming If you re a farmer and you want a good crop in August, what must you do? One thing I learned growing up in Indiana was that farmers plan months ahead: soil improvement, tilling, and seeding are all done in the spring. The farmer does the bulk of the work on the front end. He manages, nurtures, and tends on the front end and then waits for everything to grow to harvest. For salespeople, the sales cycle is the growing season. If the salesperson can plant enough seeds, nurture and tend those seeds, plan for possible damage, he or she can harvest the crop at the end of the growing season without cramming. Cramming has never worked on the farm, and it produces poor results in sales as well. Like good farmers, Sales Superstars plant in advance, but unlike farmers, they must keep planting new crops every month to keep a continual harvest all year-round. Sales Superstars focus on two things if they want to use the farm as their mod Less