Weather & Politics – Sell 30% more by not talking about them

As we met with Sid in his farm shop, the conversation started out as so many before did.  Rain!  We talked about how much rain he got the night or days before.  Not a bad topic as it is relevant to how his crops are doing and how much hay he will get off his land.  However, the conversation turned worse.  We spent the next twenty minutes or more talking about how much rain other farmers in the area got.  Friends that farm nearby had received more than he did or less than he did.  Some farms right next to each other received different amounts.
As the conversation raged on as to who got rain, I was nearing exhaustion just listening to the discussion.  On this farm call, I was riding with Carry an agronomy salesperson to help improve his selling skills.  It was all set to be a promising call.  Carry explained the details around the prospect we were going to call on.  Sid has 1200 acres of corn and beans as well as 300 acres of hay he puts up.  Carry made a farm call on Sid several months ago and made a little progress, but the sales call ended the same way many of them do.  “I’m pretty happy where I’m at. I don’t think I’m going to do anything right away,” Sid had previously told Carry.

In this week’s Coach’s Corner, I discuss a very effective way for you to increase your selling time in front of customers.  And if more time equates to more sales, then this technique will give you more sales.  

For the rest of the story and to find out how you can increase your sales an easy 30%, go to my latest edition of Coach’s Corner in  Feed & Grain Magazine!