Selling to farmers in tough times. Farming is always challenging, but right now it’s tougher than usual, with profitability under serious pressure for farmers. This means those selling to farmers are feeling the strain too. Recently, I had the privilege of collaborating with Margy Eckelkamp from Farm Journal. Together, we outlined seven actionable steps that […]
And what is your role as their salesperson when they do? Your farmer customers are struggling to stay afloat right now, more than probably ever in their farming history. Unless they farmed through the 1980’s, right now is their most difficult time. This means their decision-making process is equally the most difficult and most important […]
And what is your role as their salesperson when they do? Your farmer customers are struggling to stay afloat right now, more than probably ever in their farming history. Unless they farmed through the 1980’s, right now is their most difficult time. Your role as their salesperson or more importantly, their trusted advisor has never […]
Segmenting your way to Sales Success Are you calling on the right prospects in the right places? Are your salespeople calling on the right prospects in the right places? You might want to double check with them as I find far too many of us in agribusiness are “Fishing in Swimming Pools” Lots of activity […]
Dairy boots and getting “Robbed” Every customer has a customer! This is so important for salespeople to understand that I want to repeat it. Every customer has a customer! If you sell to an agribusiness like a feed mill, grain elevator or Ag retailer, then that is obvious. However, you might be thinking that since […]
Dairy Boots and getting “Robbed” Every customer has a customer! This is so important for salespeople to understand that I want to repeat it. Every customer has a customer! If you sell to an agribusiness like a feed mill, grain elevator or Ag retailer, then that is obvious. However, you might be thinking that since […]
Do this fun and easy exercise to build one of your most important selling skills A critical component to building connections with prospects and customers is the skill of empathy. The world is full of people who want to be understood. In Stephen Covey’s famous book, he gave us the 7 Habits of Highly Effective […]
Do this fun and easy exercise to build one of your most important selling skills A critical component to building connections with prospects and customers is the skill of empathy. You might be wondering why I called empathy a skill and not some built in talent or ability. That’s because I think you can develop […]
How to outsell your competition without the lowest prices, the best technology, or biggest marketing budget In the 1975, Van McCoy released a hit song and dance called “Do the Hustle”. The lyrics are very simple and so is today’s message. The lyrics were literally, “Do the hustle”. The irony is that it’s also the […]
How to outsell your competition without the lowest prices, the best technology, or biggest marketing budget In the 1975, Van McCoy released a hit song and dance called “Do the Hustle”. The lyrics are very simple and so is today’s message. The lyrics were literally, “Do the hustle”. The irony is that it’s also the […]
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