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
How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. By booming, I mean a steady and profitable customer base that sells an in-demand product well above break-even. Those are […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
Do you really understand how they feel? Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In these role plays, there are three people: the customer (farmer), the salesperson, and the observer. […]
How to answer important questions from your customer I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, […]
Part 3 How to build Emotion Value An old sales adage says, “Every purchase is an emotional decision justified with logic”. It implies that humans are emotional and are driven to purchase based on their emotions. They want to feel like they are making the most rational decision based on financial/business factors. However, emotions are […]
Time Value Have you ever heard: “Time is money”? Do you believe it? Have you ever stopped to consider how much your time is worth in real dollars? What about your customer? What dollar value do they put on their time? Well, if you haven’t thought about these questions before, you might be missing out […]
The three components of value in every sale: Dollars-Time-Emotion Have you ever had someone tell you to: “Quit selling on price and sell the value of our products!” As salespeople, we’ve all heard this advice from sales managers, sales trainers, product managers, or social media sales gurus. It’s so easy to flip that comment out […]
When selling, don’t forget the one person more important than your customer As Ag sales professionals, we wake up every day, jump in the pick up and head out to the farm, ranch or Ag retail store to focus all our efforts on improving the lives of our customers. Here is the interesting part. So […]
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