Are You a Head Case? [Academy]

The typical definition of someone who is a head case is a person who is insane or mentally unstable.

However, that is not the context of this podcast. MY definition of a head case is someone who is full of excuses for not achieving their sales goals. 

For 45 of my 50 years in the seed business I’ve been working directly with people who sell seed to farmers, helping them achieve their sales goals. I have been constantly looking for ways to make selling easier for them and for me. I learned all my techniques by having a sales territory of my own even when I was VP of Sales. My boss believed it was important for me to be leading a dealer force and selling direct to farmers where I didn’t have dealers so I could show, as the team leader, I could everything I asked my managers to do.

They could see whether I could get customers to follow me, handle objections and achieve sales goals even during the toughest times. They saw that I never lost a sales contest. They saw that I was a student of the art and learned my way around every obstacle I faced. They watched as I made selling seed seem almost effortless and trouble free. Everything I teach today is still relevant, the problem is, there are too many head cases in the business...