#115: The Priority Test Almost Every Leader Fails | Mindset Coach James Laughlin

#115: The Priority Test Almost Every Leader Fails | Mindset Coach James Laughlin

What separates good performers from high performers? According to James Laughlin, it comes down to your BS - your belief systems - and most of us are running ones that hold us back. James is a seven-time world champion drummer from Belfast who became one of New Zealand's leading high performance coaches, working with Canterbury Rugby, the NZ Army, the Antarctic programme, business leaders and former Prime Minister Sir John Key. In this episode, he joins the show to unpack what he's learned coaching elite performers across sport, politics, the military and business. We cover the beliefs that quietly shape your results, the BAB model (belief → attitude → behaviour) and why starting with behaviour never sticks, the 66 days it actually takes to build a habit, how to close the gap between knowing what to do and doing it, the three questions James asks every client, why motivation burns out but desire keeps you in the game, what a study of CEOs' diaries revealed about priorities, journaling for people who think journaling is soft, and the decision James made between a Prince Harry event in London and his son's first school production. Connect with James on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠ [https://www.linkedin.com/in/jameslaughlincoaching/]⁠⁠⁠⁠⁠⁠⁠⁠⁠. Get James's free High Performance Planner: The High Performance Planner [https://www.jjlaughlin.com/planner] 📕 Grab the book 'Habits of High Performers' at any good bookstore or online. +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/fieldcoachio-welcome]. No subscriptions or contract. Cancel anytime. Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ref=sr_1_1?crid=1ZEL321UIQK2I&dib=eyJ2IjoiMSJ9.lLi8VZhS_Svbobt8PcDpfQ.uWfTmhqe7wS7sZr7pOrC5RiS5bKyhH1thuq3Lqq_Qlg&dib_tag=se&keywords=365+days+to+rural+sales+mastery&qid=1743449751&sprefix=365+dats+to%2Caps%2C219&sr=8-1]. Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]. Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/stjohncraner/] Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [stjohn@agrarian.co.nz,%20toni@agrarian.co.nz,%20april@agrarian.co.nz,%20michelle@agrarian.co.nz?subject=Pls%20add%20me%20to%20your%20rural%20sales%20weekly%20email] To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.facebook.com/groups/285326399207141/] For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/programme-invitation] or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation] For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/] / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz [https://www.agrarian.co.nz/]

#114: Steven Rosen: Why Most Sales Managers Aren't Actually Coaching (And What They're Doing Instead)

Most sales managers think they don't have time to coach. Steven Rosen says that's not a time problem - it's a priority problem. Steven spent 25 years in pharmaceutical sales leadership before becoming one of North America's most-referenced sales management consultants. His book Focused makes a simple argument: the number one activity that drives sales performance is also the first thing that disappears when pressure hits. In this conversation with St John Craner, Steven breaks down why coaching keeps getting cancelled, why deal inspection and coaching are not the same thing, and what enforcement actually means for a sales leader who wants standards that hold. You'll learn: * Why coaching is always the first thing to drop under pressure - and why that's a priority problem, not a time problem * The difference between coaching the deal and coaching the person * The three things that drive performance and don't break when the quarter gets tight * The ask-vs-tell ratio and how to build self-coaching habits across your team * What enforcement actually means - and why it's not micromanagement * How to coach experienced reps who've outlasted six managers before you Connect with Steven on ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn [https://www.linkedin.com/in/stevenrosen/]⁠⁠⁠⁠⁠⁠⁠⁠. Know more about what he does ⁠⁠⁠⁠here [https://starresults.com/]⁠⁠⁠⁠. Check out his wonderful book "Focused" on ⁠Amazon [https://www.amazon.com/Focused-Steven-Rosen/dp/0991754638]⁠. +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/fieldcoachio-welcome]. No subscriptions or contract. Cancel anytime. Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ref=sr_1_1?crid=1ZEL321UIQK2I&dib=eyJ2IjoiMSJ9.lLi8VZhS_Svbobt8PcDpfQ.uWfTmhqe7wS7sZr7pOrC5RiS5bKyhH1thuq3Lqq_Qlg&dib_tag=se&keywords=365+days+to+rural+sales+mastery&qid=1743449751&sprefix=365+dats+to%2Caps%2C219&sr=8-1]. Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]. Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/stjohncraner/] Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [stjohn@agrarian.co.nz,%20toni@agrarian.co.nz,%20april@agrarian.co.nz,%20michelle@agrarian.co.nz?subject=Pls%20add%20me%20to%20your%20rural%20sales%20weekly%20email] To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.facebook.com/groups/285326399207141/] For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/programme-invitation] or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation] For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/] / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz [https://www.agrarian.co.nz/]

#113: David Brock Returns: Why a 15% Win Rate Should Terrify You (Not Satisfy You)

What separates a consistently great salesperson from a consistently mediocre one - when they work for the same company, sell the same product, and operate in the same market? Bestselling author David Brock returns to the show to answer exactly that. After writing the Sales Manager Survival Guide, David spent years trying to crack what was missing from the conversation around sales performance. The answer became his latest book, Good Enough, Good Enough - and it has nothing to do with your CRM, your tech stack, or your training programs. In this episode, David and St John unpack the mindsets and behaviours that actually drive sales excellence: caring, purpose, curiosity, accountability and discipline. David explains why a 15% win rate means you're losing 85% of the time, why organisations that hit their numbers are often the ones most blind to their own mediocrity, and why the soft stuff is the hardest stuff for managers to coach. You'll also hear how to recruit and interview for curiosity, the redirection question that kills excuses in coaching conversations, the story of the $20 billion company that was aiming too low, and why you're not too busy to learn - you're too busy because you're not learning. Connect with David on ⁠⁠⁠⁠⁠⁠⁠LinkedIn [https://www.linkedin.com/in/davebrock/]⁠⁠⁠⁠⁠⁠⁠. Check out his wonderful books on Amazon: - ⁠The DNA of Sales Excellence [https://www.amazon.com/dp/099756024X/] ⁠- Is 'Good Enough' Good Enough⁠ [https://www.amazon.com/dp/0997560223/] +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 ⁠⁠⁠⁠here⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/fieldcoachio-welcome]. No subscriptions or contract. Cancel anytime. Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ref=sr_1_1?crid=1ZEL321UIQK2I&dib=eyJ2IjoiMSJ9.lLi8VZhS_Svbobt8PcDpfQ.uWfTmhqe7wS7sZr7pOrC5RiS5bKyhH1thuq3Lqq_Qlg&dib_tag=se&keywords=365+days+to+rural+sales+mastery&qid=1743449751&sprefix=365+dats+to%2Caps%2C219&sr=8-1]. Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]. Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/stjohncraner/] Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [stjohn@agrarian.co.nz,%20toni@agrarian.co.nz,%20april@agrarian.co.nz,%20michelle@agrarian.co.nz?subject=Pls%20add%20me%20to%20your%20rural%20sales%20weekly%20email] To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.facebook.com/groups/285326399207141/] For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/programme-invitation] or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation] For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/] / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz [https://www.agrarian.co.nz/]

#112: David Galbraith: The Ghost Mind Coach Behind NZ's Greatest Athletes on What Separates Phenomenal From Everyone Else

Before David Galbraith ever set foot in an elite sporting environment, he spent years inside New Zealand's criminal justice system - working with serious offenders, child abuse teams, and men trying to break multi-generational cycles of violence. That foundation, he says, is what separates everything he does today from almost anyone else in his field. David is a registered clinical psychologist and performance coach who has worked alongside some of New Zealand's greatest sporting names - from Lisa Carrington's Olympic campaigns to Rugby World Cup campaigns with the Brave Blossoms (Japan Rugby) and the Chiefs. He doesn't work in the spotlight. He works in the shadows. And in this conversation, he goes deep. For rural salespeople - people who know what it means to face pressure, rejection, and keep showing up when the conditions are against them - this episode is a masterclass in what actually separates the phenomenal from everyone else. It's not talent. It's not luck. According to David, it comes down to one word: maturity. 00:00 — Trailer 01:19 — Intro 02:17 — Working With Offenders 11:20 — The Draw to Psychology 15:10 — Farming & Gratitude 16:19 — Why People Never Change 1 19:45 — Overprotecting Our Kids 22:22 — Viktor Frankl on Maturity 25:37 — Elite Performance Secrets 2 33:48 — Sir Edmund Hillary's Courage 39:47 — Bad Habits Exposed 48:41 — What Great Coaches Do 54:53 — Find David Connect with David on ⁠⁠⁠⁠⁠LinkedIn [https://www.linkedin.com/in/drgalbraith/]⁠⁠⁠⁠⁠. Know more about what he does ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠ [https://www.habitofgreatness.co.nz/]. Check out his wonderful book "Unleashing Greatness" available as Ebook [https://www.habitofgreatness.co.nz/product/unleashing-greatness-ebook/] and Audiobook [https://unleashinggreatness.supercast.com/] Rural Sales Success is New Zealand's podcast for rural salespeople, managers, and business owners. New episodes drop weekly. #RuralSalesSuccess #DavidGalbraith #HighPerformance #MindCoach #RuralNZ #SalesPodcast #NZPodcast #Mindset #Courage #ElitePerformance +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 ⁠⁠⁠here⁠⁠⁠ [https://www.ruralsalessuccess.com/fieldcoachio-welcome]. No subscriptions or contract. Cancel anytime. Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ref=sr_1_1?crid=1ZEL321UIQK2I&dib=eyJ2IjoiMSJ9.lLi8VZhS_Svbobt8PcDpfQ.uWfTmhqe7wS7sZr7pOrC5RiS5bKyhH1thuq3Lqq_Qlg&dib_tag=se&keywords=365+days+to+rural+sales+mastery&qid=1743449751&sprefix=365+dats+to%2Caps%2C219&sr=8-1]. Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]. Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/stjohncraner/] Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [stjohn@agrarian.co.nz,%20toni@agrarian.co.nz,%20april@agrarian.co.nz,%20michelle@agrarian.co.nz?subject=Pls%20add%20me%20to%20your%20rural%20sales%20weekly%20email] To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.facebook.com/groups/285326399207141/] For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/programme-invitation] or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation] For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/] / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz [https://www.agrarian.co.nz/]

#111: Mark Cox: How to Learn to Love Selling (Even If Sales Wasn't Your Choice)

He closed a single deal worth $1 billion. Named one of the world's top sales consultants two years running. And he reckons most salespeople are still doing it completely wrong. This week on Rural Sales Success we sit down with Mark Cox. Here's what we get into: → Why modern selling has nothing to do with pitching or persuading → The one question every farmer will ask you - and how NOT to answer it → The 5 traits Mark looks for when hiring salespeople → Why one-day sales training is costing your business more than it saves → How to recover from rejection without losing momentum → The best piece of sales advice Mark has ever been given This is essential listening for anyone in rural sales - and the leaders responsible for them. 0:00 Trailer, Welcome & Intro 7:20 Loving Selling 10:00 Building Curiosity 15:10 Tests & Coaching 24:45 Progress Not Perfection 26:50 Sales Getting Worse? 34:00 Values & Culture 42:58 Training Is Broken 52:40 Value Proposition 55:20 Handling Rejection 57:25 Best Sales Advice Connect with Mark on ⁠⁠⁠LinkedIn⁠⁠⁠ [https://www.linkedin.com/in/markandrewcox/]. Know more about what he does ⁠⁠⁠here⁠⁠⁠ [https://www.inthefunnel.com/]. Check out his wonderful book "Learn to Love Selling" on Amazon [https://www.amazon.com/Learn-Love-Selling-Universal-Playbook/dp/1068856513]. +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 ⁠⁠here⁠⁠ [https://www.ruralsalessuccess.com/fieldcoachio-welcome]. No subscriptions or contract. Cancel anytime. Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ref=sr_1_1?crid=1ZEL321UIQK2I&dib=eyJ2IjoiMSJ9.lLi8VZhS_Svbobt8PcDpfQ.uWfTmhqe7wS7sZr7pOrC5RiS5bKyhH1thuq3Lqq_Qlg&dib_tag=se&keywords=365+days+to+rural+sales+mastery&qid=1743449751&sprefix=365+dats+to%2Caps%2C219&sr=8-1]. Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/ebook]. Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/stjohncraner/] Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [stjohn@agrarian.co.nz,%20toni@agrarian.co.nz,%20april@agrarian.co.nz,%20michelle@agrarian.co.nz?subject=Pls%20add%20me%20to%20your%20rural%20sales%20weekly%20email] To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.facebook.com/groups/285326399207141/] For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/programme-invitation] or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation] For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.ruralsalessuccess.com/] / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz [https://www.agrarian.co.nz/]