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 this fun and easy exercise to build one of your most important selling skills A critical component to building connections with prospects and customers is the skill of empathy. The world is full of people who want to be understood. In Stephen Covey’s famous book, he gave us the 7 Habits of Highly Effective […]
How to outsell your competition without the lowest prices, the best technology, or biggest marketing budget In the 1975, Van McCoy released a hit song and dance called “Do the Hustle”. The lyrics are very simple and so is today’s message. The lyrics were literally, “Do the hustle”. The irony is that it’s also the […]
Channel the power of DISC styles Bad news…down markets…increased costs…It’s all over the agribusiness headlines. Every day, the outlook for farmer profitability is reported as dismal and getting worse. When it comes to agribusiness company news, it doesn’t get any better. Sales and profits are down, generating work force reductions, mergers or location closures. This […]
How healthy is your prospect funnel? Prospecting and cold calling are some of the more difficult selling skills for salespeople to master. I am often asked to help salespeople improve them. My first question to them is always, “Tell me about your prospect funnel?” And guess what? Many do not have one. That becomes problem […]
How dysfunctional is your sales anatomy? Last week, we covered the proper functional Anatomy of a Sale. Go back and read or listen to it first to gain a better understanding for this article. Today, we cover the same 5 systems. However, we highlight the major symptoms when you have dysfunction in your sales process. […]
Let’s study the healthy anatomy first To be effective in any field, you must understand the basics of what you do. You have to study the craft of selling. As an Ag sales professional, you sell to farmers and agribusiness buyers. That’s the big picture of what you do. Today, I want to make sure […]
And the mental minefield you must navigate to use these truths Sure, selling skills are great and necessary to succeed. Asking good questions, how to present your products, closing, and dealing with objections. However, I see more people who fail in their time management skills than in their selling skills. Most salespeople can go out […]
Have these discussions immediately, even if you think you know the answers The answers to these seven questions are critical for your success as you join any organization. Originally, I titled this “7 questions every new salesperson should ask their manager”. But then I realized, the answers are critical to every new hire. No matter […]
Apple Podcasts
Google Podcasts
Spotify
Stitcher
RSS