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 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 […]
How to Get Comfortable Handling the #1 Objection Salespeople Face Price objection remains the #1 problem sales teams face on a daily basis. In my workshops, coaching sessions and presentations, price objection is still that one area that every salesperson wants to solve. While it will never go away completely, these two skills will help […]
Better than a New Year’s resolution and much better than looking back at the highs and lows of 2020 Bonus – For those that complete the challenge – read to the end. If you read my articles or been through one of my training workshops, then you know I am not a fan of new […]
Your customer should answer…. “You” In the 1980’s famous song by Ray Parker Jr, he shouts out, “Who ya gonna call”. Of course, everyone knows the next line to be “Ghost Busters”, a classic comedy. The lyrics to this song point to a very important concept in selling in agribusiness. They refer to all of […]
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