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
Big moments in training with a lifetime impact on your results In the last six weeks, I have been in front of five different audiences in the US and Canada. I’d like to share a common experience that has occurred in all five of those and how it can help you or your sales team. As […]
5 Ways to sell to the reluctant customer Are you familiar with the technology adoption curve? It’s the 5-stage bell curve depicted in the picture above. Developed in the 1950s by Everett Rogers, it breaks customers down into five categories by how they adopt new technology: Innovators = 3% Early Adopters = 13% Early Majority […]
and learning when to choose the correct one Working around sales organizations every day as a sales trainer and coach gives me a chance to compare and contrast great salespeople versus their peers. While there are dozens of key factors in achieving high results, these three skills seem to always come through on high-performing salespeople, […]
“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 […]
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