The Blog for the Ag Sales Professional
An Agriculture blog dedicated to selling in agribusiness. These Ag blog articles focus on the best practices for selling to farmers and livestock producers. We also focus on those salespeople who call on Ag buyers at the thousands of agribusinesses that serve the farming community
Set the bar low to build daily selling skills that stick! We hear it every day, “Shoot for the stars…. Reach for the stars….Aim High…..Set your sights high…..Dream big.” Even the famed Herb Tarlek told us to, “Think big to be big”, on the 1970s sitcom WKRP in Cincinnati. While those sound great, most people […]
An easy way to better understand your customer Many years ago, I stumbled onto a set of questions that are easy to ask, full of customer insights, and a gateway to asking more questions. As a good salesperson, we know we need to ask our customers or prospects a lot of questions. We need to […]
5 action items to consider when inheriting customers or a territory Most of us began our sales career by inheriting a set of customers in our sales territory. You signed on and were most likely given a list of customers to call on in your designated territory. In Ag, we are typically given a geographic […]
Do what every customer wants their salesperson to do In 1987, Saturday night live ran a skit with two body builders called, Hanz and Franz. One of their tag lines was, “Hear me now, Obey me later!” Very funny skit. I mention it for the concept that this line brings to salespeople. Every customer or […]
7 Ways you can make this the “The most wonderful time of the year” It’s the week before the Christmas Holidays and I have several questions for you: If you are older than 12, then the answer to all three questions is “No”. First, I love the holidays and all that they stand for. I […]
Do your customers understand the downside of not buying your products from you? Do you know how to build the case for buying your product line? And buying it from you? Earlier today, I began shopping for a spare key Fob for my truck. I called the dealer – just over $600, depending on my […]
Interview with Kevin Hubschmann on how to improve your selling skills through improv and open mic nights Even if you don’t want to become a comedian or an improv actor, if you are in sales, you can learn valuable skills by studying and practicing their methods. If you have followed my weekly articles and podcasts, […]
Recharge your prospect funnel by going from ABC to ABP In the classic sales movie, Glengarry Glen Ross, we are told to: “ABC – Always be Closing”. Some salespeople and sales managers like this advice because it sounds hard-nosed, as if you are really driving toward sales goals. True, but not a practical approach in […]
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