The Ag Sales Professional’s Guide
to better discovery methods
Selling can be viewed as a Q & A exchange (questions and answers). We go to the farm, ask questions to find a need, and then sell a product that hopefully meets that need. The struggle occurs when we do a poor job of truly identifying that need.
A big contributor to the salesperson’s problem is the poor listening habit of, “thinking about the next question”. This happens when we fail to listen to the farmer’s answer. Instead, we are thinking about our next question. All the while, missing out on the gold mine that is just one or two additional questions beyond.
Listen in to learn how you can avoid these mistakes and learn more from every sales call.
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