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
Take advantage of the #1 fear to grow your business It’s been said that the #1 fear is public speaking, which means people are more scared of speaking in public than dying or shark attacks or long lines at the DMV. Now, I don’t know if the fear is truly that high on everyone’s list, […]
Blessed with the Gift of Gab but need to control it? There are many great quotes in the classic movie, “Butch Cassidy and the Sundance Kid.” One of them really applies to a particular sales skill of balancing the amount of time you talk vs. listen. In this scene, Paul Newman as Butch Cassidy is […]
And everybody is on commission A short week calls for a short article. This one is easy to explain and easy to understand. Simply put, “Everyone is Selling Something!” You might not have the designated title as a salesperson or you might not interface with the external customer, but trust me, you are selling someone […]
Do you recognize any of these from your customer list? Previously, I wrote about the 7 farmers you will meet in your territory. Today’s update on that article is a deeper dive into the 7 challenging customers you will meet in your territory. Over the course of 25 years of selling to farmers and […]
What to do when “The customer is always right”, even when they are dead wrong We all know the two golden rules of customer service – #1. “The customer is always right.” And #2. “When you think the customer is wrong, refer to rule #1.” The reason these rules are valid is that the […]
I’m not referring to your company. I mean YOU We all want to believe we work for a company that provides not just good, but “exceptional” customer service. The problem is that most companies aim for providing consistent or adequate customer service. By that, I mean they set expectations for customer service that can be […]
Change management for the sales professional “Challenging the Norms” was actually an evaluation requirement at one point in my career. It was a formal requirement that we were supposed to frequently challenge the status quo. I really enjoyed this requirement as it had the tendency to shake things up and get teams out of […]
Sales productivity and running your territory like a small business! The question is, if it was your money or you owned the company, would you pay yourself to do what you are doing? As an Ag Sales Professional, operating out your home office and selling on commission, You Do Own the business. Your territory […]
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