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
Useful or useless? Make your selling data work for you Sitting in my first official sales training session, one of our company’s top salespeople was giving all of us new salespeople a short training presentation. One of his opening comments struck me as odd. Meaning, I didn’t think it was right, but I was too […]
A Salesperson’s guide to teamwork in a dysfunctional culture Salespeople need to build internal teamwork even when other departments don’t want to. It’s March and most of the agribusiness trade shows are winding down. You did a great job setting up booths and displaying your latest and greatest products, and you networked. Oh, how you […]
See if you or your sales team can answer them When preparing to do a sales training program, I always interview several people on the team. This includes managers as well as a representative group of salespeople. By representative, I mean new versus experienced as well as those selling multiple product lines. That may be […]
2 requirements to win sales and influence customers with an aggressive approach The best salespeople I know are very aggressive. I didn’t say they were pushy, salesy, or annoying to their customers. Quite the opposite. Their customers love them for their aggressive style. Often, when I am brought in to work with a sales team, […]
Quit talking and let them test drive your products My friend Jim got up to the podium to make his presentation. Everyone before him had great PowerPoint presentations. He had nothing. His opening line was, “I’m sorry I don’t have any pictures. So, you’ll have to settle for my thousand words”. It was a great […]
Your personal brand is as important as your company or product brand You may not realize it but you have a brand. Just like your company or the products you sell, your customers have an image (brand) in their minds when they think about you. Many companies think they own their brand. While they own […]
“I can’t…” is often the problem Prior to any sales training workshop, I have attendees fill out a self-assessment. On it, they rank themselves from weak to strong in many different selling skills. Then, I interview several of those salespeople to get a better understanding of their role, their territory, and their challenges. These skills […]
Selling techniques to brighten the dark days of winter The dead of winter is upon us in the northern hemisphere and it can seem a long way off until spring warms us up. The darker days of January and February can bring a mental cloud over our daily mood. That cloud shows up to your […]
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