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
A new perspective on your role in sales I would like to present a unique perspective on what you do as a salesperson in your designated territory with your book of business. I’m sharing this view as many salespeople struggle to put all the pieces of their role into one flowing set of efforts. By […]
Does not mean your customer is “bottom line driven” Within the first 24 hours of anyone’s sales career, they run into the oldest and most common objection: Price. It happens right away and it continues through your entire sales career. Every salesperson can improve how they act, react, and think about price objections. Most salespeople […]
Arm your salespeople with one of the most important tools With thousands of self-assessments on the market, DISC is one of the most important for salespeople. There are several versions of DISC on the market. One uses four colors, another uses four types of birds, and another uses four animals. All are processed similarly. Once […]
How to use story format to connect better with your customers Every salesperson can help their customers by using a powerful story. The secret to a successful story in sales follows a format. These are not just fun or amusing stories that go on and on randomly. No! Your selling stories need to have a […]
How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4th wall on a sales call. What is the 4th wall, and how do I break it? The 4th wall term originates from the acting world. Whether on stage, […]
The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. At every […]
Selling to the farmer AND the reseller It is the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening lines from the famous book, “A Tale of Two Cities.” A recent sales training workshop reminded me that knowing who to focus on isn’t always […]
How did your dad help you become a better salesperson? As many countries across the world will celebrate Father’s Day this coming weekend, I felt it best to honor all fathers, father figures, and anyone who showed up in your life to somehow make you better at selling. Many of you might be thinking, “My […]
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