How to overcome the biggest challenge to selling biologicals
After reading through a recent survey conducted by Crop Life Magazine on selling biologicals, I think it’s important to understand a key element from that survey. While the survey focuses on crop producers, you could easily adapt this to selling certain livestock products as well. Animal health and supplement products fit into a similar category: direct-fed microbials, essential oils, etc.
Insight: Trust in product performance 40-50%
This is the most significant insight from the survey. The number one reason given was that producers don’t believe the products actually work. That seems to be the biggest hurdle facing anyone out there trying to sell biologicals. Producers have to believe in them. But first, sales reps have to believe in them.
Listen in as we discuss how to use a process to build trust in your biological products and more importantly in your relationship with your producers!
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