"Frank Lee, on his own, chose to fully acquaint himself with our industry, particularly at the retail level. He spent considerable time with Ag sales people calling on farmers. He observed first hand the good, the poor and the indifferent to retail sales. The result of Frank's work became the now legendary Successful Dealer Behaviors Program and his book P.A.S.S. C.A.L.F."Sales Articles
Gain valuable sales insights from these FREE articles:
Agricultural Dealership Sales Articles:
Sales Call Reluctance Articles:
- Call Reluctance® and Inbound Telemarketers
- Call Reluctance® Affects Job Seekers
- Call Reluctance® Derails Sales Training
Sales Management Articles:
- Success Equation of Sales Management
- Selling Styles
- Four Essential Elements of Sales Training
- Micro-Management - A Dirty Word?
Call Reluctance Articles for IRMI:
- Who's Afraid of the CFO?
- Did Your Mom Intend You To Be a Wimp?
- The Most Difficult Salesperson in the World
- The Telephone Bug
- All Dressed Up, Nowhere To Go
- Sales Is a Numbers Game
- A Fate Worse Than Death
- Am I Adequately Prepared To Sell?
- Appearance Is Everything
- Can You Swim?
- I'm Sorry—You're Just Funny!
- Look at All My Friends!
- Me Prospect? I'm Too Busy!
- Tales From the Field
- The Doomsayer
- The Money Was No Longer Enough
- The Secret Shame of Selling
- The Sweet Smell of Sales Success
- You Can't Pick Your Family
Agricultural White Papers:
Books Available from Sales Academy
"P.A.S.S. C.A.L.F. -- 8 Behaviors of Sales Success in an Agricultural Dealership"by Frank Lee
The only sales book available specifically for the agricultural implement dealer sales person. It has applications in other industries too. It forms part of the sales training curriculum of a national financial organization. ALSO AVAILABLE ON AUDIOCASSETTE.
"Earning What You're Worth: The Psychology of Sales Call Reluctance"
by George W. Dudley & Shannon L. Goodson
The most comprehensive book ever written on the fears that prevent sales people from achieving their true potential. EVERY sales person and sales manager should read this book.
"Managing Iron Salepeople: How to Manage Salespeople in an Ag Dealership"
by Frank Lee
Everything the sales manager of an agricultural implement industry needs to properly manage and grow a dynamic sales force. This very comprehensive guide will help the sales manager to implement good practices to develop a profitable sales department in a dealership.
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