I always smile when I talk to an ag retailer, seed company, grain or livestock group, or machinery company when I ask them how they sell. They say "On relationships."
Unless the sales rep hired is a seasoned veteran and has covered that same area for years, they will not know the established customer base, the conquest accounts and what relationships need to be built or repaired.
To successfully sell customers on ROI, determine the numbers that are important to them — hours saved, fuel savings, yield increases — and go from there.
With each new product launch and update, farm equipment is becoming more sophisticated. As the equipment you’re selling becomes more complex, so does your approach to selling it.
In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.
Many obstacles hinder the successful transfer of sales training and the improvement of on-the-job performance. But if you carefully consider 3 strategies, you’ll be much more likely to achieve the results you seek.
The event provided an opportunity for dealer sales personnel to spend time in the field with JCB’s product experts learning about new products available for 2015.
In this episode of On the Record, brought to you by Associated Equipment Distributors, we take a look at the preliminary results of the 2024 Ag Equipment Intelligence Outlook & Trends report.
Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.
Montag is the industry’s innovative leader for precise, accurate metering of fertilizer, seed and other nutrients. The Montag system has become the standard for deep banding of fertilizer. Montag is also pioneering the technology for cover crop seed application. The new Cover Crop+ is able to meter the smallest seed, and can be mounted to tillage implements, combines, plus Hagie sprayers and detasselers.
Finance Scope is able to provide the best financing opportunities for equipment dealers and customers through a diverse mix of lending companies under one single platform. Our large group of lenders, allows for competitive rates regardless of credit scores. Additionally, dealers and customers have access to the industry’s best expertise surrounding finance and lease structures, for all purposes, within the agricultural and construction industries. We provide all of this into one online platform to provide our customers with the best available tailored finance solution for their equipment.