Listen: Producer, Jason, Agar Business discussed on Ag Sales Professional's Podcast by Greg Martinelli
"Presentation on the way to the podium. It's not the best practice in any toast master handbook. However as this idea hit me I couldn't resist the thought of trying it? So my first words to the audience were raise your hand. If you recently had a conversation with one of your farmer customers. About how tough it is to make money in farming WANNA speaker acid a group like this question. We understand that half of the people on the audience won't raise their hand at all. The other half will only respond halfheartedly. To my surprise every single hand went up in the room. Good I said that means you're in the right place in the next fifty nine minutes. We are going to cover seven strategies for you to employ with your customers immediately after you leave here. The Genesis Genesis of this article in this blog in this keynote address is the fact that there is so much negativity in the market right now around egg but our job is more important than it ever has been before as sales people that go out into the market and try to market and sell the best products for our customers the premise of this presentation Jason. Hitting it off with audiences for the last two years as selling to farmers has become a challenge. It's so challenging at times that sales people don't even want to leave the office to call on the the farmers. This is exactly the opposite of what your customer needs and the opposite of how to be a more effective salesperson. You know I get it. It's tough out there tougher than it. It used to be. I see this firsthand. When coaching sales people on ride alongs farmers are unhappy for any number of regions weather politics commodity markets laws regulations and of course farming economics? You name it and there is something we can find a complaint about sales people. We make several mistakes. We run into this negativity negativities. The first mistake and biggest one is joining in. I didn't realize how bad this was until I spent the majority of my time. Coaching sales people. This gives me a unique observation of the sales interaction. Like I'm watching a sporting event it all plays out right in front of me. The farmer usually starts the negativity off with a weather comment. It's always too dry or too wet then. The Salesperson has great intentions of trying to connect with the producer so she jumps in and commiserate with them sometimes even makes is it worse by adding more negatively to the discussion. When relating these stories I could see the audience identifying with a scenario I was describing? They see themselves on their last sales. Call doing the very same thing. That's when we jump into the seven real world strategies on how to show up differently for their customers however before before we do that. I emphasize one critical point my presentation. This is not a raw cheer up champ. Things are going to get better type message. The farming economy me and the farming environment is tough. Producers are near or below break even in many segments. The point of the presentation is that your customer doesn't need another sales person person to drive on their form and commiserate with them. They have all the friends they want the nearest coffee shop to sit around and talk about how tough it is. My message is to this audience to the Agar business professionals to the people who go out and meet with farmers day in day out. They need you to bring real solutions to their real problems. uh-huh even if they don't say it even if they try their best to drag you down into the negativity well after we go through an understanding of how to recognize. Is the behavior in themselves. Would jump into the seven strategies and today we're just going to cover one. For Time's sake. We cover seven strategies on how to show up differently for their next farm call call strategy number one is keep them moving taking a lesson for many tough experience or protracted difficulty in your life. We know that if we stop moving moving quick trying or mentally give up we are doomed to fail. In my example I bring in the reference of successfully completing an iron man. This is one of the longest days as of my life at the instructional briefing the day before the race. They told us the key to completing the race was to never stop moving. It proved to be great advice as my thirteen and a half hours of pain played out the next day as I struggled to even walk. I kept hearing those words of advice. Don't stop keep running if you can't run walk if you can't walk. Crawl gets your food and refreshments at the aid stations. And then keep moving and this is what your producers are going through. They are in their own thirteen our race every it day. Do you really think they wanna come along and tell them how bad it is. I mean that would be like someone on the sidelines of a race with a sign that said I know you're paying. This is horribly probably difficult is going to get even worse. Wow what a revelation like that. Commercial thanks captain obvious. Instead we need to be on our customer sidelines with support art motivation and most importantly ideas to keep them moving. Your customers need you to bring ideas. They can implement to keep them. Moving here are a few ways to keep your producers moving instead of jumping into the negative quicksand be connector. You know a tremendous amount about your industry. You go farm to farm all day long. You know what works and you know what doesn't work bring some of those ideas to your producer number to be a trusted advisor. Not just about your products But what you have seen work at other farms frequently when coaching a salesperson they will tell me how."
Ag Sales Professional's Podcast by Greg Martinelli