Truth Is…

A Facebook Trend for the Ag Sales Professional

There’s a trend on Facebook where people post something called “Truth is…”  Most of the time I don’t pay much attention, but I saw one the other day that got me thinking about sales.  When kids do them on Facebook, they then fill in a laundry list of things about themselves that are their truths.  Like, they like pizza or they don’t like ice cream.  You know, important things we all need to know.  That’s why they posted it.  Reading one, I thought maybe I could fill one of those out for sales and sales management.  Hopefully, it’s as impactful for you as knowing that my third cousin’s granddaughter’s babysitter likes the Bachelorette.

So, here goes

Truth is…I don’t like to do Pre-call Planning – But, I am so happy I did when I get on the call and I’m prepared to ask good questions, I’m able to answer the customer’s questions in the moment and look like a professional that doesn’t waste the customer’s time.  Sure, I love to “wing” it and just run up and down the road calling on people with no preparation.  After all, I’m in sales.  I don’t make money sitting in the office.  Partly true.  Your customers will appreciate the fact that you are prepared.  Not only will your closing rate go up, but your confidence on sales calls will go up as well.

Truth is…I don’t like to take the time after I get done with a sales call to summarize my notes and schedule follow up action items – But, I am so glad I did when I get ready to call on that customer again.  The trap is that you think you will remember the conversation from weeks or months ago.  The problem is that you won’t.  Then you forget to answer a question that you promised to answer the next time you met.  Or you ask the same question you asked the previous visit and you get the same rejection you got the last time you asked that question.  Again, your customer will appreciate that you took the time and followed up on all the items you were supposed to.

Truth is…I really don’t like to put information into any CRM program– I already took the notes once in my notebook.  Now I have to get on line and figure out which info goes into which box.  I’ll just use the old “I’ll do it on the weekend” excuse.  OR, “This is just Big Brother” complaint and not put anything in.  Or the “I can keep track of my customers better with a notebook” excuse and not put anything in.  Two problems with these excuses.  First, if your company spent a lot of money on the program, it’s probably not optional.  Second, that program is better than your manual system.  The trick is to figure out how to quickly enter what is needed and what is important in helping you manage your territory.  The program is generic for all industries.  So, it is going to have some components that are not a fit for agribusiness.  If you figure out how to adapt the program to be effective for you, it will make your life easier.

Truth is…I don’t like to do any start up, compliance or mandatory paperwork to include filling out forms – No one does.  But, I am really glad I did when legal action is required and all my customer’s forms are filled out.  It’s too late when they filed for bankruptcy to go back and have them sign the credit application.

Truth is…I don’t like to collect on accounts receivables – Again, no one does.  Or at least no sales people do.  However, if you don’t get paid, you’re not selling.  That would be called giving it away or charity.

Truth is…I really like to talk about me and my products & services on a sales call – I know I am supposed to make it all about the customer.  However, when they are talking sometimes I drift in my mind and think, “Enough about you already, let me tell you how much I know about your business and how my service can really help.”  The problem with me talking about myself or my service comes at the very end of the sales process when I go to close the sale.  Since I did all the talking, I don’t have enough information on the customer’s needs.  Without this information, it is difficult to overcome any rejection I might get.  And since I made it all about me, I get rejected when I do this.  It seems the less I talk, the more I know.

Truth is…As your sales manager, I don’t like to have to call you and tell you to do any of the above activities – If I don’t like doing it myself, do you really think I want to call you up and instead of talking about growing the business, we have to talk about getting credit paperwork or grain contracts signed?  Please, just take it upon yourself and consistently do it ? (that’s another thing I learned from Facebook.  Say anything and then put a smiley face behind it.)

Make your next meeting memorable by bringing in a speaker who’s been there.  Contact me to find out how Greg@GregMartinelli.net

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