The Complacent Prospect “Thanks, but I’m happy with my current supplier”         During most training workshops, we eventually get onto the subject of prospecting and cold calling.  Besides the fear of cold calling, one of the most common struggles I hear from salespeople is all about the “Complacent Prospect”.  By complacent, I […]

Speak to Sell Watch or Listen as I interview Fred Miller Fred has been in the public speaking and coaching speakers for over a decade.  I fact, he wrote the book for most of us when it comes to public speaking, “No Sweat Public Speaking“  Don’t pass up this podcast or webcast because you don’t […]

Interview with Austin Mattern from Field Reveal   Austin works with Ag Retailers as the Eastern Account Manager for Field Reveal.  He joins me today to discuss the struggles he sees when working with agronomy sales teams across the eastern US.  There is an explosion of Ag Technology going on.  Producers as well as their […]

Who influences your customer’s decisions? It’s an easy question.  “Who or where do your primary customers go to in order to determine which products and services they use?”  A combination of events led me to a concept that hasn’t been emphasized in sales training enough.  I call it “Influencer Selling”. First, we all understand “Influencer […]

Do these now to gain an edge over your competition In a world of commodity sales, we are all trying to stand out and differentiate our products and services.  Often these are the exact same products and services offered by others in the market.  While we can’t always control competition, we can control how we […]

Customized Online Marketing for your Ag Business

Join me today as I interview Aly Robins

Aly works with agribusiness companies to grow their on line marketing presence.  Through website consulting, design and building, she establishes the best experience for online customers.  Through coaching, she works with you or your marketing team to post the best content to grow your business.  Listen in as we discuss her process and 3 requirementsto build your online marketing program.  The highlights below are a quick guide to soome of the discussion topics.

Highlights:

4:27 - Helping small and medium sized Ag companies that want to increase online marketing

5:30 - Building a customized marketing strategy that works

7:55 - It all starts with a solid website, aimed at serving the ideal customer

11:28 - The biggest struggle?  Companies need to understand marketing is not selling

18:00 - A success story?  Agcelleration.com

14:50 - Key points when hiring a marketer for your company

22:15 - 3 Requirements before you begin marketing online

#1   Know your ideal client

#2  Know the problem they have

#3  Know the solution (hopefully that's you and your company)

To Contact Aly, email:  

 

Website:  

https://www.alyrobins.com/

 

 

_______________________________________________________________________________________

Watch this new video on 

Customized Sales Training for the Ag Sales Team

Customized for Your Team

_______________________________________________________________________________________

Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Selling in a Crisis

 

“How do I sell during a national or industry wide crisis?”

3 Steps and 5 articles to help you sell during tough times

 

Deere went on strike

Roundup production facility closed due to hurricane

No price quotes on spring fertilizer during the prime selling time

No inventory of Ag equipment due to trade wars and port delays

Lack of employees due to the pandemic

These are the latest headlines in every major agribusiness news source.

They can be overwhelming when trying to sell.  Imagine how overwhelming they are for your customer!

The biggest challenge facing agribusiness salespeople right now is the supply chain.

Listen in to learn 3 steps you can implement right now and 5 great articles on selling in the tough times!

 

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

A lot of Better on the way to Best in Sales

How do I become the best salesperson?

Hearing their accomplishments and watching the winners of the President’s Club go up on stage was always the highlight of the annual sales meeting.

You see the results of the best and think, “How could I ever sell that much?  Sign that many customers?”  How did they do it?”

On my journey to winning president’s club, and then leading, coaching and training salespeople, I found several critical elements of high performers.  Today, I want to talk about just one.  Often, it’s the most important.

The one strength I see in everyone of them is.....

Listen in to learn how you can become the best salesperson you can be!

 

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Sell on Deadlines

How to use deadlines in your selling process

          One of the biggest obstacles salespeople deal with is the “Let me think about it” or “I haven’t looked at your information yet”. 

          Is there a non-pushy or non-salesy way to reply to that obstacle?  Where do I go from there?  How do I dig out of that customer resistance?

Answer:  Sell on Deadlines

         In order of importance, sell on natural deadlines, then customer deadlines, and finally, your deadlines.

         Why are deadlines so important?

Listen in to learn how to start using deadlines to help you sell!

 

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Are you good at Sales Communication?

Communication vs. Sales Communication:  What’s the difference?

    There is a difference between communicating and communicating to sell.  Becoming effective at sales communication is critical to every salesperson.  It’s the skill that gets us to the heart of what we do; help customers.

In their self- assessments, many salespeople will often tell me that they are good at communicating with prospects and customers.  They feel comfortable meeting with customers, striking up a conversation, and building relationships.

Yet, then they tell me they find it difficult to ask high value questions, closing style questions, or uncover needs.  After recognizing this pattern with many sales teams, it struck me as odd.  How can you be good at communicating and building relationships, but be bad at asking high value sales questions, and closing style questions?

   Listen in to learn how to start communicating effectively to Sell!

 

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!