Seed Seller Training Radio –
When you operate a seed sales territory there’s nothing worse than surprises.
That’s because in the world of selling seed there are plenty of them and far too often they are not the good kind of surprises.
If there was one thing I learned in my 40 years in the seed business, it was up to me to eliminate as many surprises as possible.
At least the ones I could actually control, that is.
I couldn’t control the weather.
I couldn’t control a farmer’s attitude (only try to influence it).
And I certainly couldn’t control what my competitors were doing.
But I could control haulback by being a master of inventory within my sales territory. It didn’t take me long to realize that confirming each and every order was the key to ending that horrible surprise come springtime.
I quickly figured out that the key to seed selling success was confirmation at the customer, dealer, territory and company level.
It is the time of the year that gives everyone who has ordered seed the opportunity to make a promise to pay for and plant it … or back out of the deal.
Order confirmation is the second most important step in the sales process, second only to writing the order itself. Unfortunately, however, few field sellers do an adequate job of order confirmation.