Selling Value -
One of the biggest challenges seed sellers face when selling value is they forget that the only real value farmers get when they buy seed from you is… YOU!
Product parity dominates the seed business. That means there are no bad varieties out there, just as there are no varieties whose superior genetic performance dominates the marketplace.
If a company did have a variety that possessed a 20 bushel yield advantage year after year, you wouldn’t have a job! Companies would just need a call center with toll-free numbers so they could take orders. We all know this doesn’t exist in the seed business. (Read: Stop Chasing Your Tails!)
Therefore, without top seed reps who work with growers
after the sale, farmers don’t know how to get the most out of the varieties they purchase. They also don’t know how to protect those varieties from the more than 1000 variables that affect performance (Video), every single year.
The real question is, what are YOU worth?
Anytime a buyer says, “your price is too high”, ask him what YOU are worth to him. Because whenever you are told “your price is too high” when selling seed, you have just been told that YOU are worth zero.
Is that true? Absolutely Not!
You are the most valuable part of the entire transaction. Learn how to sell yourself and price will never again be an issue on a seed sale.
Want more selling tips? Sign up below!
