Episodes
10
Latest episode
Jun 2026
Language
EN-US
Ag Sales Professionals
How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind.  That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting.  Warm selling means meeting customers who are happy to see […]
to help navigate your sales process When calling on a prospect, most salespeople make one small error. They know exactly what they want to accomplish on that sales call. It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales […]
How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first. And by own it, I mean make it yours. When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done. Usually, […]
How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. However, in 35 years in agribusiness, there may have been maybe six years of this type of booming Ag economy. […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition.  All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In almost every role-play group, the person in the farmer role would complain about the weather, Ag politics, or profitability. The salesperson would […]
I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, to develop relationships, to solve customer problems, etc. However, […]
Part 3 How to build Emotion Value An old sales adage says, “Every purchase is an emotional decision justified with logic”.  It implies that humans are emotional and are driven to purchase based on their emotions.  They want to feel like they are making the most rational decision based on financial/business factors.  However, emotions are […]
Time Value Have you ever heard: “Time is money”? Do you believe it?  Have you ever stopped to consider how much your time is worth in real dollars?  What about your customer?  What dollar value do they put on their time? Well, if you haven’t thought about these questions before, you might be missing out on […]
The three components of value in every sale: Dollars-Time-Emotion Have you ever had someone tell you to: “Quit selling on price and sell the value of our products!” As salespeople, we’ve all heard this advice from sales managers, sales trainers, product managers, or social media sales gurus.  It’s so easy to flip that comment out […]
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