The Best 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

Now, We have our own holidays to celebrate! Recently, I saw a list of nationally “recognized days”.  It was in the thousands and almost none of them involved the one skill that every person needs in their life! Selling.  We are going to fix that today.  It’s long overdue for professional salespeople to have their […]

The #1 problem with the explosion of CRM programs and how you can avoid it from day one If I only had a nickel for every time I was asked to “Say something about CRM in your training session.” The agribusiness industry has been inundated with CRM programs.  But first, a quick definition.  Last month, […]

Big moments in training with a lifetime impact on your results In the last six weeks, I have been in front of five different audiences in the US and Canada.  I’d like to share a common experience that has occurred in all five of those and how it can help you or your sales team.  As […]

5 Ways to sell to the reluctant customer Are you familiar with the technology adoption curve?  It’s the 5-stage bell curve depicted in the picture above.   Developed in the 1950s by Everett Rogers, it breaks customers down into five categories by how they adopt new technology: Innovators = 3% Early Adopters = 13% Early Majority […]

and learning when to choose the correct one  Working around sales organizations every day as a sales trainer and coach gives me a chance to compare and contrast great salespeople versus their peers.  While there are dozens of key factors in achieving high results, these three skills seem to always come through on high-performing salespeople, […]

“I have no problem selling, I just struggle with making cold calls” “How do I start the conversation?” “I know the customer doesn’t want to see another salesperson stopping”   If these sound like you or your sales team, then you are in the right place.  I hear these statements in some form with every […]

3 Ways to focus your selling process on Outcomes As salespeople, one of our greatest fears is to appear pushy or annoying to our customers.  This is especially true in Ag.  Many of you grew up on a farm and saw how irritated your parents became when certain salespeople stopped by your farm.  Prior to […]

Get organized, stand out from the competition, and sell more! 5. Trust Formula TRUST = CREDIBILITY X RELIABILITY / SELF INTEREST 6. When in doubt about what you should do next, go prospect!            If you work from your home office as many salespeople in Agribusiness, then you know you have to be disciplined in setting […]

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