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
5 ways to standout I hear the comment all the time “Sales is Sales. Doesn’t matter what you’re selling.” It’s true to a point. The process is the same. However, that’s kind of like saying surgery is surgery. Doesn’t matter if you are removing a skin tag or doing brain surgery. There’s a bit of […]
Overcoming the fear of loss (Seller’s Remorse & Buyer’s Remorse) Both scenarios below have the same point of resistance from the customer. The customer is afraid of missing out on a better deal. They fear seller’s/buyer’s remorse so much, they will defy the historical information that it’s time to sell grain/contract feed. Research tells […]
Hang in the Pocket Nothing can ruin a great day in your Ag sales territory like a phone call from a customer telling you that they suspect your feed killed their livestock. If you’re in the feed business for long enough, it’s going to happen. Said another way – If you feed it, you […]
Thanksgiving Edition In the spirit of Thanksgiving, I thought I would offer an Ag sales version of what I am thankful for. Manufacturing Location improvements that gave me Faster truck lines at the elevator Better Pellets! – Less Fines! (kind of like taste great – less filling) More consistent products Less mistakes and faster ways […]
Gray Areas in Ag Sales “And I want full credit. I don’t care about your policy on returning treated seed. As a matter of fact, you should pay me for the time it took me to drive here. Gas isn’t free you know. I called you and told you to send me my seed. […]
Losing Losing a sale. Losing a customer. Losing a peer to a competitor, a co-worker to retirement or a mentor and leader to cancer. In today’s Ag market, losing your business unit to a merger is a definite likelihood. It’s a fact of life in sales as well as many areas of life. Over […]
I’d Like a Brand-new Feed Mill for Christmas The old saying “Be careful what you wish for, because you might just get it” comes to mind throughout this adventure in what was to be my second worst day at selling feed. We operated two mills in the area. One, built in the 1950’s and […]
The Day our Feed Trucks Quit I still remember the location on Highway 90 that I was driving on when I got the call from the feed mill. On a boiling, warm Tuesday morning in July, my family loaded into the minivan and headed to O’Hare for the vacation of a lifetime. Fifteen years […]
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