Top sellers know that successful prospecting is the only thing that insulates them from marketplace situations that could otherwise threaten their sales.
- acreage shifts
- the impact of volatile market prices
- unscrupulous attacks by competitors
These are just a few of the factors that control most field sellers and keep them from getting or keeping sales.
But those who succeed year in and year out know that, regardless of the market environment, there is always plenty of business available for them to capture, if they have a plan to get it.
And they’re not going to let anything or anyone stop them from getting their share of that business.
Seed is the most important input farmers buy, and they feel it also carries the most risk. If they buy unfamiliar varieties from unfamiliar people, and those varieties or those people don’t perform to their expectations, it can negatively affect their livelihood.
Prospecting can be difficult in any sales career and with farmers it can be especially challenging.
As a result, many sales reps develop what I call “Prospecting Phobia” when it comes to calling on new farmers.
Listen to my latest podcast episode above and be sure to attend our upcoming Livestream that’s all about prospecting!
P.S. Whenever you’re ready, here are the 2 best ways I can help you increase sales: