How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. By booming, I mean a steady and profitable customer base that sells an in-demand product well above break-even. Those are […]
How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. However, in 35 years in agribusiness, there may have been maybe six years of this type of booming Ag economy. […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
Do you really understand how they feel? Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In these role plays, there are three people: the customer (farmer), the salesperson, and the observer. […]
Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In almost every role-play group, the person in the farmer role would complain about the weather, Ag politics, or profitability. The salesperson would […]
How to answer important questions from your customer I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, […]
I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, to develop relationships, to solve customer problems, etc. However, […]
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 […]
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 […]
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