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 […]
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. […]
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 […]
Switching Dog Food Customers It was the end of my first month in sales, many years ago. I was all set up at the best spot in one of my dealer’s store locations with my card table of pet food samples of all kinds…large dog, small dog, overweight dogs and even a cat food […]
Tough times in the Ag market can lead to higher A/R and more write offs Times are tough. I should actually say times are tougher, as we tend to feel like times are always tough. As margins narrow and producers & Ag retailers operate extremely close to or below break-even, paying their bills gets […]
Sales Territory Organization Last week, I spoke to the importance of getting organized in your territory. I broke that organization into five categories. Those five categories of organizational skills are: Customers, Technology, Supplies/Equipment, Seasonality and Geography. See last week’s blog for the info on Customer and Technology tips on organizing your Ag Territory Supplies/Equipment – […]
Sales Territory Organization While it doesn’t sound like a very exciting or important topic, trust me that it is extremely important in being able to grow your territory beyond your dreams. Does this describe you or one of your Ag sales reps? A truck full of promo gear to hand out, feed or grain contracts […]
The Knowing-Doing Gap The number one reason you need to coach your Ag Sales Professional is the Knowing-Doing Gap. If you are an Ag Sales Professional, the number one reason you want someone to coach you is the Knowing-Doing Gap. Unless you are brand new and haven’t been through any formal training, most sales people […]
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