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 overcome the fear of rejection and keep the sale alive Farmers (really, all customers) shop harder during tough times. This week, I want to also remind salespeople that in tough times, producers will reduce all expenses with their vendors. You are going to experience more “No” responses in your closing questions than you […]
The seven stations on every customer’s journey Are you helping, hurting, or ignoring them? Over the last ten years of weekly blog articles and podcast episodes, the focus has mostly been on improving your selling process. I think it’s important to spend a few minutes discussing the buying process that your customers go through. It’s […]
How to be persistent to get the sale versus being pushy Every salesperson knows they have to be persistent to gain a customer, to get a prospect appointment, or to make a follow-up appointment again and again. However, not one single salesperson in the world wants to be known as pushy. This is even more […]
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 […]
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