The seed selling train is not going to slow down for you or anyone else.
In fact, it will continue to move faster and faster throughout the 21st century.
So many field sellers still don’t believe that today’s growers would really like to get their cropping plans in place earlier every year.
Since these sales reps don’t believe this fact they have not taught their growers the true benefits of getting those plans in place early.
As you look back on the past months, what have you decided that you need to do differently next year?
Most seed sellers tell me that the very first thing they will do is Follow a lot more planters in the spring.
They tell me that virtually every grower they visited at planting time was more cooperative, easier to work with and in a much better frame of mind all season long than those who had not had a visit during planting.
Visiting Planters is one of the most important visits you make each year.
The number one reason we visit planters in the spring is to get our customers out of the Ag Cycle.
Once a grower is out of his Ag Cycle he begins to make decisions earlier each year based on what is best for his farming operation instead of just following the same schedule that his father or grandfather had followed.
Breaking out of the Ag Cycle is not only good for you and your sales efficiency, but more importantly it will help him become a better producer.
In addition, sales reps tell me that the growers who experienced a planter visit were the only ones who gave them the opportunity to write cropping plans before harvest. Everyone else wanted to wait until after harvest.
So how does visiting planters in the spring affect what you are doing right now?
Well, for every grower whose planter you visited last spring, you are in CONFIRMATION mode right now, not order writing mode. Instead of trying to write their orders you are confirming the orders you wrote with them prior to harvest.
for every grower whose planter you visited last spring, you are in CONFIRMATION mode right now, not order writing mode.
And for all of your other growers, you are still fighting to get their orders aren’t you? Sales reps don’t realize that what you did at the planter last spring determines when you get to deliver a grower their seed the following year!
Wow, that planter visit has a lot of residual impact doesn’t it? Just remember to focus hard on what you are doing today because it determines what you will be doing tomorrow.
Don’t forget that the primary goal is to get to the CONFIRMATION stage with a grower as fast as possible.
That is so important every year, but extra important this year. Because of the predicted shortage of seed, farmers are going to be eager to get things in place and confirm that they have the seed they need to plant next year’s crop reserved.
That process alone sets up early delivery.
See how important it is to follow planters?