I really shouldn’t call them traps because I truly don’t think our customers are setting a trap. They are just busy people and want to get right down to the point. As most of us know, the sales process involves – Connecting-Asking good questions to uncover needs-Presenting a solution to those needs-Closing […]
There’s a life cycle in every career and being an Ag Sales Professional is no different. In most cases, we start out young, with little experience. If we stick with it, we move into our experienced years, where we climb to success and then move into the waning years of our career. There’s nothing comparable […]
If You Ever….. Many of you will remember Jeff Foxworthy and his classic comedy routine of “You might be a Redneck”. They were a series of things that you might have done in your life that indicated that you might be a redneck. Recently, I was in mixed company and was telling a […]
There’s a life cycle in every career and being an Ag Sales Professional is no different. In most cases, we start out young, with little experience. If we stick with it, we move into our experienced years, where we climb to success and then move into the waning years of our career. Below are a […]
Here’s How It happens to every person who ever set out on the great adventure of selling something. Eventually you will experience that moment in sales when you FEEL Salesy. You know it when it happens and it’s not a good feeling. Learn how to recognize it, self-correct for it, learn from it & […]
I Don’t Want to be too “Salesy” I can’t tell you how many times I heard that statement over the years while coaching sales people on farm calls, but it was often. I knew exactly what they meant but it always bothered me for several reasons. I would usually reply, “Yeah, nobody wants to […]
On The 12th Day of Christmas, My True Customer gave to me Well, it’s Christmas time and I thought we could use a version of this old song but with a twist for all the Ag Sales Professionals out there. By this afternoon, hopefully, we will have parked the pickup, read or deleted all the […]
I’d Like a Brand-new Feed Mill for Christmas The old saying “Be careful what you wish for, because you might just get it” comes to mind throughout this adventure in what was to be my second worst day at selling feed. We operated two mills in the area. One, built in the 1950’s and […]
The Day our Feed Trucks Quit I still remember the location on Highway 90 that I was driving on when I got the call from the feed mill. On a boiling, warm Tuesday morning in July, my family loaded into the minivan and headed to O’Hare for the vacation of a lifetime. Fifteen years […]
Last time, I wrote about the number #1 quality farmers looked for in their sales person. The Purdue research polled over 1600 grain and livestock producers, large and small. That survey revealed that Honesty was the #1 quality. Sounds easy. Don’t’ lie, just be honest. However, I think it goes way beyond that. Farmers, anyone […]
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