Ag Sales Professional's Podcast by Greg Martinelli

What are you worth as a Trusted Advisor Salesperson?

In a world selling commodities, the Trusted Advisor is worth more than a Salesperson.  But how much more?

 

Salesperson ….  Skilled Salesperson …. Trusted Advisor

 

Listen in as we discuss the true value and only using that value where it is rewarded with customer loyalty

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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!

Those first 30 Seconds on a Cold Call

Do you struggle to start the conversation on a cold call?

6 Steps to opening the conversation and keep it going

During workshops, I’m frequently asked how to start the initial conversation with a customer.  Typically, they are asking about how to open the conversation with a prospect on a cold call.

If you struggle with that initial opening discussion, I hope these tips help to ease those fears of how to break the ice and get the conversation started.

#1 – Do your homework & pre-call plan (60 min, 30 min, 5 min, 1 min, 5 seconds)

Listen in as I go through all 6 tips to open the conversation and keep it going with a prospect!

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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!

Interview with Chrissy Wozniak

of

North American Ag

Also available on video.  Click below

I recently had the great opportunity to interview Chrissy Wozniak of North American Ag.   Based in Ontario, Chrissy spent her career in agribusiness. She launched a consulting service to help agribusinesses figure out the selling and marketing process. She also launched North American Ag, which is a connection service for agribusinesses to find each other. Listen in as Chrissy discusses how she pivoted her business in the pandemic, the technology challenges that she works with companies on, how to improve the dreaded CRM experience for salespeople, and how producers can get more from their sales reps.

 

Topic Timeline

4:40....Pivoting the business in the Pandemic.

7:15....How I got into sales

10:30....Helping companies with the right technology  for their sales and marketing

12:30....Silos in agribusiness between our departments

20:45....Biggest area of improvement for agribusiness teams

21:35....CRM

32:00....The Human side of our business

39:00....The importance of producers utilizing the value their sales reps bring to the farm

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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!

200th Celebration

Celebrating a milestone at Ag Sales Professionals     our 200th article

After five years in business, we are celebrating the 200th blog post-article.  I want to thank you - the readers and podcast listeners.  This weekly article is dedicated to the hard work that agribusiness salespeople go through to become the trusted advisors to their customers.  It's said that farmers feed the word.  And I agree.  In addition, it should be said that agribusiness makes it possible for the farmer to feed the world.  To do that, everything has to be sold!

Reviewing those 200 articles, I compiled the top 5 and recorded a behind-the-scenes podcast about them.  Listen in as I describe how they happened and why I wrote them.

Thank you and I look forward to another 200!  Please share this with your teammates, peers, customers or anyone that might benefit from the messages.

Top 5

 7 Immediate Action Items for the Ag Sales Professional

 Conquering your fear of cold calling on farmers

 The #1 quality farmers look for in their salesperson

 7 strategies for selling to busy farmers

 7 Lessons from the Founder

 

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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!

Using DISC in Sales

Using the four personality styles to improve your selling skills

& 

Which Style makes the best Salesperson?

 

If you are looking for a quick way to improve your selling approach with customers, take a look at the DISC Assessment.  Most of us have gone through a personality assessment of some kind in our life.  There’s Myers Briggs, Gallup Strength Finders and hundreds more.  They are all good in their own way.  However, DISC has its particular advantages for salespeople. 

Listen in as we cover the 4 reasons DISC is so important for salespeople and the 3 Steps you need to take when using DISC

 

_______________________________________________________________________________________

 

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!

6 Moments of Confidence in Sales

How to sell with confidence when self-doubt is screaming at you

 

Confidence Moment #1:  Making the phone call or turning down the driveway on a cold call

Confidence Moment #2:  Going back or calling a prospect to gain the second appointment

Confidence Moment #3:  Asking a Closing style question

It’s estimated that 50% of all sales calls end without the salesperson asking a closing style question.  I believe it.  My personal goal in life is to make that statistic zero for everyone I work with.

Confidence Moment #4:  Confidence in your knowledge of your products, your company, or your industry

Confidence Moment #5:  Confidence in your products or services

Confidence Moment #6:  Confidence in your company

 

If you are interested in building your team’s confidence when selling, let’s host a group discussion with them.  Email or call me. 

We’ll cover these six areas.  In addition, we will cover the 9 thought processes that help salespeople gain more confidence in what they provide to their customers.  These are view points and mental angles to provide your team with a continuous source of confidence in what they do for your customers.

 

_______________________________________________________________________________________

 

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!

7 Ways to keep the Sales Fires Burning

Whether it’s the dead of winter,

the dog days of summer

or the middle of a pandemic,

you need to keep pursuing the sale

But How?  I’m tired…. seeing little progress…. customer complaints are piling up….

Selling in agribusiness is playing the long game.  We typically need to call on a prospect many times before selling them.  Prospecting can seem futile as we try and try, but see little progress.  Motivation can diminish as the days go by without a sale or breakthrough.

In training sessions, I like to explain that it’s like building a fire.  You have to start small, build your base and then keep adding to fire as it grows.  If you drop the ball and let the prospect’s interest (the fire) go out, then you have to start over again.

Listen in

as I discuss the 7 tactics to keep the sales fires burning in your territory:

 

 

 

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For those that completed the 21 Day Challenge, I promised a free webinar on Sales Productivity.

 

Congratulations! and here is the link to the webinar I will be hosting next Thursday, Feb 11th from 12-1 pm central US time

You are invited to a Zoom webinar.

When: Feb 11, 2021 12:00 PM Central Time (US and Canada)

Topic: The 21 Day Challenge on Sales Productivity

 

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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!

The 3 Stages of your Selling Skills Development

Most salespeople stop at stage 1 or fall victim to 3.5

 

In previous articles, we covered the journey segments of a sales career.  In a four-part series, I went through the life and times of the early years, all the way to the later years of a sales career.  See: The Life & Times of an Ag Sales Professional – the Early Years

 

Today, we cover the selling skills development stages.  These are how you learn to sell, learn to manage a territory, learn to become a positive brand to your customers and ultimately remain top of mind as the go-to salesperson in your market.

 

Stage 1:  The Hard Skills

Listen in

as we walk through the development stages

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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!

Price Objections – The first 2 Steps to handling them

How to get comfortable handling the #1 objection salespeople face

 

Price objection remains the #1 problem sales teams face on a daily basis.  In my workshops, coaching sessions and presentations, price objection is still that one area that every salesperson wants to solve. While it will never go away completely, these two skills will help you deal with them.  whether you are out there in the field, in the farm shop, standing at the counter or sitting in your customer’s board room, these skills will help you remain calm and keep the conversation going.

Keep this thought in mind when dealing with price objections:  In my estimate of personally dealing with them for 30 years, and working directly with dozens of salespeople I managed, and working with thousands of salespeople in training workshops, I would estimate that over 50% of price objections are not comparing equal products or services.  

Listen in

for more info on the first two steps you can take when dealing with price objections!

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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!

The 21 Day Selling Skills Challenge

Better than a New Year's resolution and much better than looking back at the highs and lows of 2020

Bonus - For those that complete the challenge - read to the end

 

If you read my articles or been through one of my training workshops, then you know I am not a fan of new year’s resolutions ( Be the Biggest Loser in your market ).  Most are made while recovering from a hangover from the New Year’s Eve party.  The reason I’m not a fan is that they don’t work.  Forbes statistics point to roughly an 80% failure rate within the first 45 days.  The number one reason given is will power to sustain the resolution.  In addition, after making resolutions myself and watching many people make them, I am convinced the resolution (goal) setting process is the problem.  We focus our attention on this massive life changing resolution (goal).  Yet, we never figure out the small intermediate goals nor daily actions to get there.

That’s why I want you to make an easy first step by completing a “21 day selling skills challenge”.

Email me your daily challenge at :  [email protected]

 

 

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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!