Ag Sales Professional's Podcast by Greg Martinelli

Listen better, gain more understanding of what your customer needs, and sell better

Every customer or prospect you meet is seeking one common goal.  Do you know what it is?  Is it money, bigger yields, lower input costs, or increased ROI?  Maybe.  But the one thing every one of them wants from you as their salesperson is to – Be understood. 

Listen in to learn how “Looping” can help you be a better listener and sell better!

People buy from people they Trust

There is a well-known phrase in selling, “People buy from people they know and trust”. 

The struggle that most of us face in selling is, “How do I build trust?”.  If you are a new salesperson and don’t have established relationships, this can be difficult. 

Listen in as Greg discusses the actions and Words that build Trust with your prospects and customers!

You Selling You to You

Your first customer is you and the first product you sell is YOU!  Might be a tongue twister, but it is true.

This is not your standard run of the mill, “Fake it till you make it” message.  I want you to understand that in the beginning and maybe even later in your career, you are going to harbor a lot of self-doubt in sales.  Some of the reasons I feel this happens is due to the nature of the job.  We have to know a lot about our products, our company, our customer’s industry, our competition’s products, the current market forces, and our suppliers.  Secondly, no matter how good we are at all of that, most of our customers can leave us for our competition at a moment’s notice.

Listen in as we cover some of the methods you can use to build your sales confidence.

How to develop your own “Pain Relief” as an Ag Sales Professional

Ever thought about your daily selling struggles as pain?  When you decide to go see that difficult customer or collect from that past due account, do you think of it as pain?  If so, then we can jump right into pain relief.  If not, then I really want you to think about your perception of these difficult selling activities.  This may sound negative or counterproductive to being happy as a salesperson

Think about going out to fix a customer complaint.  Late delivery or no delivery, product quality issues for the 10th time this week…. invoicing errors…always with the invoicing errors.  We have all been through these situations and they are best described as pain.  And our natural human tendency on pain is to avoid it.  We just naturally move away from pain.  As salespeople, we have one of two special ways to avoid pain: blame or tough guy exterior.

Listen in as we discuss the Do’s and Don’ts of dealing with pain when selling