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
“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 […]
4 critical components when struggling in sales After riding with and coaching hundreds of salespeople over the past 30 years and watching my own behavior, I try to come up with great ways for busy salespeople to improve their selling skills. After running into the same scenario time after time, I try to bring those […]
The Why’s Guy Method to Better Selling For those of us that remember being called a “Wise Guy”, we know it’s not really a good thing. In slang, it meant you were over-confident, conceited, kind of a know-it-all. In the Three Stooges episode, it was the comment right before Moe would hit Curly. In mafia […]
3 Ways to continuously improve your selling success The old saying is, “Don’t mess with success”. Another version of that is, “If it’s not broke, don’t fix it”. This advice is often backed up with singular examples where a company messed with their success and failed. New Coke is the shining example of how Coca-Cola […]
3 Tips for those that sell complicated or invisible products Do you sell a highly technical product? One that is difficult to explain? Like a biological soil product, a pre-biotic for dairy cattle, or option strategies for grain marketing. Maybe you sell crop insurance. Sounds simple till you get neck deep in the details. Do […]
That’s why your customers need you now more than ever before Pick up any news publication in any industry or watch any news channel and you will find it loaded with negative news. Go to any of their websites and you will see the same scary articles for you to click on. I have talked […]
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