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
Yes, you will take “No” for an answer, or you might get thrown off the farm! Traditional sales training preaches it. “We don’t take No for an answer”. Then, we get out in our territory and call on real world customers and prospects. That’s when we find out the brutal reality. We will be told […]
The most important step in the selling process It’s the least trained selling skill in all of sales training: The Follow-up! Getting the next appointment Understanding and using the Sequence of the Sale During workshops on prospecting and cold calling, I like to ask, “How many of you sold one of your last five prospects […]
In a world selling commodities, the Trusted Advisor is worth more than a Salesperson. But how much more? Salesperson …. Skilled Salesperson …. Trusted Advisor I am a big believer in the value of becoming a Trusted Advisor. Lately however, I have been working with agribusinesses and salespeople on the concept of what that is […]
Do you struggle to start the conversation on a cold call? 6 Steps to opening the conversation and keep it going During workshops, I’m frequently asked how to start the initial conversation with a customer. Typically, they are asking about how to open the conversation with a prospect on a cold call. If you struggle with […]
USING THE FOUR PERSONALITY STYLES TO IMPROVE YOUR SELLING SKILLS Which Style makes the best Salesperson? If you are looking for a quick way to improve your selling approach with customers, take a look at the DISC Assessment. Most of us have gone through a personality assessment of some kind in our life. There’s Myers […]
HOW TO SELL WITH CONFIDENCE…… WHEN SELF-DOUBT IS SCREAMING AT YOU Recently, the area of Confidence in the selling process has become a focus area with several salespeople and teams I am working with. Most of us know that we need a lot of self-confidence to sell. Or, at least the salespeople we meet seem […]
7 Ways to keep the Sales Fires Burning Whether it’s the dead of winter, the dog days of summer or the middle of a pandemic, you need to keep pursuing the sale But How? I’m tired…. seeing little progress…. customer complaints are piling up…. Selling in agribusiness is playing the long game. We typically need […]
Most Salespeople Stop at Stage 1 or Fall Victim to 3.5 In previous articles, we covered the journey segments of a sales career. In a four-part series, I went through the life and times of the early years, all the way to the later years of a sales career. See: The Life & Times of […]
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