The market is changing
8 Feb 2023 · 1 min
0:50
Richard Milligan uses a farmer planting before a rainstorm to explain why sales professionals should build relationships now, even when the market is uncertain. Plant seeds today, harvest tomorrow.
Richard Milligan uses a farmer planting before a rainstorm to explain why sales professionals should build relationships now, even when the market is uncertain. Plant seeds today, harvest tomorrow.
What if someone came to a farmer and said, listen, I can tell you it's going to rain 6 inches over the next 45 days. You should be planting your seeds because if you plant your seeds right now, you're going to have a massive harvest later on in the year. They wouldn't be sitting around going, oh gosh, I just don't know if I want to put forth the effort to plant seeds right now. They'd be like, holy cow, some magical person told me I should be doing this and I know the future. You all are in that season right now, which is that you should be planting more seeds. Because it's a collaborative environment. People are like, well, I wish I had more business. Well, I wish I knew what to do in this market. Well, I wish I didn't have rate issues. Well, I wish I had a zero par rate on my rate sheet today. And you show up and go, listen, I think the market's changing, and as the market changes, I want to have a relationship with you. And so I'm building that relationship today for the future. Would you be open to that? And more people will say yes to that.
