The Rural Sales Show

In this conversation, David Brock, author of the "Sales Manager Survival Guide", discusses the evolving role of sales management, emphasizing the importance of maximizing team performance over merely hitting numbers. He explores the challenges faced by sales managers today, including time pressures and the impact of AI on sales strategies. David advocates for integrating coaching into daily activi...

In this conversation, exercise scientist Ben Nevares shares his journey from a small town in Texas to becoming a powerlifter for Team USA. He discusses the importance of limiting options in fitness routines, the significance of habit formation, and the role of reflection in self-accountability. Ben emphasizes the influence of mentors in his life, particularly Dr. Lightfoot, who taught him kindness...

In this conversation, Stuart Austin shares his extensive journey in agriculture, from his upbringing on a beef cattle farm to his entrepreneurial ventures in Canada and Australia. He discusses the importance of financial acumen in agriculture, the significance of natural capital, and the lessons learned from his experiences at Wilmot Cattle Company. Stuart emphasizes the role of curiosity and list...

In this conversation, Mike Simmons discusses the misalignment often found in sales processes and the importance of understanding buyer needs. He emphasizes that sales should be viewed as an act of leadership and service, where the salesperson helps the buyer make informed decisions. The discussion covers the significance of curiosity, the alignment of sales processes with buyer journeys, and the e...

In this episode, Natalie, a profit expert, shares her insights on common pricing mistakes, the importance of understanding one's salary as a business cost, and the need for effective communication of value to clients. St John and Natalie delve into the critical aspects of pricing and profitability for businesses such as: - Psychological barriers that prevent business owners from pricing confidentl...

In this conversation, Ty R. Brady shares insights on sales and marketing training, emphasizing the importance of understanding the psychology of selling, building rapport, and effectively handling objections. He discusses the significance of serving the customer and focusing on their needs rather than the salesperson's agenda. The dialogue explores various techniques for effective questioning and...

It’s here! After months of writing, refining, and packing in everything I’ve learned, my new (second) book 365 Days to Rural Sales Mastery is finally out! In this episode, I break down what’s inside, why I wrote it, and how it will help you sell more in rural markets—without being pushy or salesy. Listen in and start mastering rural sales, one day at a time! Grab your copy from Amazon⁠ here: https...

In this conversation, Patrick discusses the principles of behavioural science and ethical persuasion, understanding human decision-making processes and the influence of social proof and authority on human behaviour. We delve into the seven principles of persuasion as identified by Dr. Robert Cialdini. They discuss the importance of authenticity, building relationships through shared values, and le...

In this episode, Simon Bowen shares valuable insights on sales, emphasising the importance of understanding human behaviour. He advocates for a noble approach to selling that prioritises value and understanding over pressure tactics. Simon discusses using models to enhance communication and highlights the difference between being a vendor and a customer hero. He also addresses how sales are evolvi...

In this conversation, ⁠Paul Niven⁠, Vice President of Sales at Alta Genetics, shares his extensive journey in the agriculture and dairy industry, particularly focusing on his experiences in China and international sales. He discusses the importance of understanding customer needs, the qualities of effective sales leaders, and the significance of structured sales training. Paul emphasizes the need...

I wanted to kick off the new year with a few thoughts and reflections to kick off 2025 for you. I hope these ideas and insight help you. Enjoy. +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goe...

This week Wes “Sales Whisperer” Schaeffer joins us from Southern California to talk all things sales. Wes is a seasoned sales pro with all the creds you’d expect from a former US Airforce Man. We swap war stories on best and worst sales training techniques, what Wes sees as what the best sales pros are made of, the role of mentors and what you can do to make more sales. We also talk Ju-Jutisu, Joc...

This week we go to Alberta, Canada to speak to top territory manager Joe Messina who works for ⁠Noble Equipment⁠: https://www.nobleequipment.ca/. Joe typifies what a great territory manager looks like: disciplined, self-motivated, driven and focussed. Listen to how he plans his weeks, manages his time, segments his customer base and bounces back from knock backs or rejections. If you’re a machiner...

This week I got lucky – again. For the second time I got back on with the wonderfully knowledgeable Andy Paul and his excellent show The Win Rate podcast: https://open.spotify.com/show/1B2IyepUjl01CP2LbOzxt3 Andy, me and his guests talk about the importance of not selling, selling like a human and the problem with forcing prospects through a seller’s process, rather than a buyer’s process. This wa...

"Self-interest is undefeatable.” Make sure you read this again. What sales coach and trainer Michael Dunlevy is teaching us is we can only sell to our prospect’s self-interest which in turn will then serve our own. Michael shares a similar sales philosophy to me and is very aligned in the same practices which made it a joy and pleasure to have this conversation with. Take this episode as special t...

Aaron Walsh is mental skills coach who works with the Chiefs Super 15 Team in NZ, Scotland Rugby, Harlequins, Texas Rangers and the Newcastle Knights. We talk about what sales teams can learn from high performance sports teams he has coached and trained over the decades. He shares his framework of: Grow yourself - Grow your mindset - Grow under pressure. We also talk about the importance of belief...

“Ferg” as he’s affectionately known to many on both sides of the ditch is founder and owner of NextGen Agri which specialise in animal genomics and advisory. Ferg shares in this episode how he stays on his game with the extensive travel he does, his routines, his rituals and how he manages energy and exercise along the way. We also have Ferg to thank for giving us a big boot up the backside to get...

“True salesmanship is the science of service. Grasp that thought firmly and never lose grip.” Arthur Sheldon 1903 Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and his new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioural science and sales history nerd, and has guided two comp...

This week I got my former coach and favourite Texan friend Carrie Wilkerson on the show and boy did she not disappoint! Carrie is a world class speaker and coach. She has shared the stage w leadership expert and 64 best selling books author John C Maxwell. She also just closed for the Ziglars – yes THE Zig Ziglar! So when I say we got lucky to get Carrie on we were very lucky for her to share all...

This week the tables get turned on me as I get interviewed by friend and colleague Bridgit Hawkins who is CSO of CropX and Chair of NZ Agritech. We talk about my passion for life-long learning, what I do to motivate myself, boundaries, standards, routines, rituals, non-negotiables and the importance of energy management. Whilst this was different I hope there are some nuggets you can take out from...

This week we get Farm Tender Founder and Owner Dwain Duxson on the show to talk about how he’s grown his business which now have a customer list of over 70,000 on its performance platform where they sell a multitude of rural items each and every day. Dwain is an avid reader, writer and email and is living proof that email and newsletters are not dead. Used well it’s the message and the medium. He...

“You can’t scale dependency” Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He’s the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon’s 2018 Sales Lead...

“When you preach excellence and practice mediocrity you are a liar.” Allistair McCaw is a high performance coach, best-selling author of 7 books and sought-after keynote speaker based in Florida and is himself a former World Champion Duathlete. He has trained many South African cricketers and tennis players like Graeme Smith and Kevin Anderson and spent time with Roger Federer. He’s also worked al...

In this solo podcast, St John shares his top 10 recommended podcasts and email newsletters, emphasizing the value of continuous learning and expanding knowledge. He provides insights into each podcast and newsletter, highlighting their relevance to human behavior, psychology, neuroscience, and personal development. St John encourages listeners to convert their downtime into uptime by leveraging po...

Nathan Faledie is a Dakota based farmer who writes a lot about the trials, triumphs and tribulations of Agtech.   He comes very much from a farmer-first perspective and is known round the traps for asking good qualifying questions when thinking about the adoption or pros and cons of Agtech on-farm. Nathan is unapologetic in challenging industry norms and assumptions so I got into the show to stir...