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
People buy from people they trust There is a well-known phrase in selling, “People buy from people they know and trust”. A great quote and certainly true. Customers prefer to do business with salespeople and businesses they know and trust. The struggle that most of us face in selling is, “How do I build trust?”. […]
You Selling You to You Your first customer is you and the first product you sell is YOU! Maybe a tongue twister, but true. This is not your standard run of the mill, “Fake it till you make it” message. I want you to understand that in the beginning and maybe even later in your […]
How to develop your own “Pain Relief” as an Ag Sales Professional Ever thought about your daily selling struggles as pain? When you decide to go see that difficult customer or collect from that past due account, do you think of it as pain? If so, then we can jump right into pain relief. If […]
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 […]
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