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
Do you have good answers to these three questions? The favorite part of any sales training workshop is the “Understand” phase. This is the part of the day where we learn how to get better at asking questions. As good as we think we are, we can always get better […]
Help your customers! Especially when your product list looks like the menu at Cheesecake Factory On my first day in sales, I went to my manager’s office to get some training on what to do as a salesperson. After three years as an office manager, I was making the big switch to sales. “Here you […]
Good enough is never good enough in sales Every year, you will lose 5, 10, 15, 20% of your customers! You put in the correct number for your company or territory. Either way, suffice it to say you will lose customers every year. They retire, pass away, switch to a competitor, or stop raising the […]
Go-To-Market changes in a post-Pandemic world First published in WABA Quarterly Magazine: Summer 2021 issue How will you position your sales team to be successful and profitable for the company? In every generation, there is that moment when life will never be the same. These cataclysmic moments change us forever. We will refer to life before […]
Sales lessons from a great movie Want to watch a great movie? One that is entertaining and has seven critical selling skill lessons? Several years ago, “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. At first glance, it looks like a rags-to-riches heartwarming […]
Sell to be understood, not to impress Our waiter ushered us over to our table as we sat down in the small local diner. My potential customer, Mark, knew the place well and most of the patrons in the diner. After he got done saying hello to literally everyone in the diner, we made some […]
Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Prior to any training program, I meet with the manager who brings me in. Typically, we are planning a training session for a mixed group […]
Want to get better at asking questions and speed up the selling process? In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is – asking better questions. Better questions give you better information and allows you to better help your customer. And, by better, I […]
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