I Don’t Want to be too “Salesy” I can’t tell you how many times I heard that statement over the years while coaching sales people on farm calls, but it was often. I knew exactly what they meant but it always bothered me for several reasons. I would usually reply, “Yeah, nobody wants to […]
On The 12th Day of Christmas, My True Customer gave to me Well, it’s Christmas time and I thought we could use a version of this old song but with a twist for all the Ag Sales Professionals out there. By this afternoon, hopefully, we will have parked the pickup, read or deleted all the […]
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 […]
Last time, I wrote about the number #1 quality farmers looked for in their sales person. The Purdue research polled over 1600 grain and livestock producers, large and small. That survey revealed that Honesty was the #1 quality. Sounds easy. Don’t’ lie, just be honest. However, I think it goes way beyond that. Farmers, anyone […]
I know why I want to segment my customers, but How do I go about segmenting them? In our last blog, we covered why you want to segment your customers…. increased sales, increased profits, increased sales productivity, gaining clarity on who to call on and what products or services to offer them. Now comes the […]
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