Nobody likes to be surprised after the sale “I didn’t realize I only had a week to use the service!” “You didn’t tell me there wasn’t downside protection on this option strategy” “If I’d have known that, I never would have bought it!” Ever hear these comments from a customer? Do you hear them too […]
Practical Steps to manage your fears when selling Jody was calling me from the prospect’s parking lot. A bit nervous to make her first call on a prospect alone, she phoned to “just talk” for a few minutes. It didn’t take long to realize the anxiety around this call had been building with Jody […]
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 […]
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 […]
There’s a life cycle in every career and being an Ag Sales Professional is no different. In most cases, we start out young, with little experience. If we stick with it, we move into our experienced years, where we climb to success and then move into the waning years of our career. This is the […]
There’s a life cycle in every career and being an Ag Sales Professional is no different. In most cases, we start out young, with little experience. If we stick with it, we move into our experienced years, where we climb to success and then move into the waning years of our career. There’s nothing comparable […]
If You Ever….. Many of you will remember Jeff Foxworthy and his classic comedy routine of “You might be a Redneck”. They were a series of things that you might have done in your life that indicated that you might be a redneck. Recently, I was in mixed company and was telling a […]
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