The Podcast for the Ag Sales Professional
An agriculture podcast dedicated to selling in agribusiness. This Ag podcast focuses 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.
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 on […]
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 pickup 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 does […]
They want you to do a good job at selling to them Here’s a bold thought for today: Your customer wants you to be a successful salesperson. They want you to do a good job of selling to them. They may not act like it, but they truly want you to do well when you […]
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 […]
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