Today, I sit down with New Zealander St John (pronounced "sin-jin") Craner.
He's a rural sales expert, which means he knows how to sell human-to-human.
We get 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 chat about the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients in all markets.
We also highlight effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks as well as the importance of building relationships in sales, emphasizing the need for consistency and mastering the fundamentals.
And a few more things that will help you sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it.
Guest Site: https://www.ruralsalessuccess.com/
Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/
Guest Facebook Group: https://www.facebook.com/groups/285326399207141/
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
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