As a salesperson, you can tear down the walls that separate! As a sales trainer, consultant and coach, I start the process with a deep dive into current sales team strengths/weaknesses and the reinforcement or changes needed. This discussion typically goes on with the general manager or VP of Sales. In almost every case, […]
Originally published on Feedandgrain.com It takes the whole team to solve your industries biggest challenges! A look at the various roles departments play when introducing a new pellet to market There it was, piled high in the center of the table. Six months of testing, sampling and screening and there it was — the perfect pellet. […]
Data Tells but a Story Sells Which do you remember more, your 6th grade American History class or the historical scenes from Forrest Gump? For most of us, 6th grade was so long ago, we can’t even remember the teachers name, let alone what she said. Why? We think it is because it was boring. […]
What to do when your customer is super busy – Planting & Harvest Strategies for the Ag Sales Professional As Dave and I pulled onto the farm, we could see all the hustle and bustle going on. The weather broke, the planting window was open and this producer was in a full panic to get […]
How can Reality TV help you be a better Ag Sales Professional? Twenty-one years ago, I was running hills on a training run to get ready for my 7th marathon. As I did, something snapped in my ankle and suddenly I was in extreme pain and couldn’t put weight on it. No, it wasn’t my […]
We’re “Fixin” to get busy in the farming and agribusiness world. Many parts of our industry are busy all the time, but late March through mid-June is an extra busy time. On the farm, ground needs to be worked, fertilizer spread and crops planted. In our Agribusinesses, we prepare for this rush of activity and […]
Trap #1: What do you have for me today? See Last Week’s blog post for more on how to handle this situation Trap #2: What’s Your Price? Other potential versions of this are: “How much is this going to cost me?” or “I can’t afford that!” or for my grain buying friends, “What’s your basis?” […]
I really shouldn’t call them traps because I truly don’t think our customers are setting a trap. They are just busy people and want to get right down to the point. As most of us know, the sales process involves – Connecting-Asking good questions to uncover needs-Presenting a solution to those needs-Closing […]
Over the years, I’ve had the pleasure of training many salespeople in the skills and art of becoming an Ag Sales Professional. While it’s true that selling is selling, there are some specifics that help when you know the industry you are training in. For this week’s article, I started to think about how I […]
It’s closing in on 30 years now that I’ve heard the same argument or should I say “pointed discussion” going on in the offices, feed mills, grain elevators and Ag Retail facilities. It goes something like this: The Salesperson says – “I am the eyes and ears of this business and nothing happens until something […]
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