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.
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 Listen in as we discuss some of the easiest and most productive sales questions to ask. Great for prospects and current customers. Even those long-term customers, you think you have a great relationship.
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 Every customer or prospect you meet feels the same way about you when you call on them. “Hear me now. Sell me later”. As salespeople, we struggle with this concept. We get pressured by our customers to speed up the sales call. Customers might ask us […]
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”. Let’s just summarize this entire situation as a stressful tradition. We are […]
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