SeedSeller Training Radio –
Here in Minnesota the winters tend to get cold.
While I used to pretend that I was a tough guy, I was always the first one in our family to start wearing long-johns as soon as the thermometer dipped below freezing in the winter.
As a seed seller back then, cold winter days were a good time to catch customers at home, especially if they had livestock to care for. And since we didn’t have cell phones, I always wanted to be prepared in case of vehicle trouble or if I ever got caught in a snowstorm.
In addition, I wore those incredibly warm leggings because I knew I had to be prepared to stand outside and talk to farmers who were, undoubtedly, dressed for the cold temperatures. Unlike many of today’s growers who don’t spend as much time outside, it was not uncommon to catch them working in the cold and, of course, they were dressed for it.
So you can imagine what happened if a farmer who was working outdoors didn’t like a particular salesperson. He would simply freeze him out, forcing him to leave because he wasn’t dressed for the occasion.
Few ever were.
But not me. Not only did I wear long-johns, I also had on two pairs of socks.
But the real reason I used to always wear those good ole warm long-johns when I was calling on customers was because it constantly reminded me that I had to keep my temperature (excitement level) at a warm enough level in order to raise my customer’s core temperature (excitement level) to my own.
My biggest fear was always that one of my “Hot” prospects or customers had begun to “Cool Off” since the last time I had visited them or rode their combine was during harvest.
After all, I had enough experience to know that most customer’s and new prospect’s interest in buying seed would fluctuate with the outside temperature. That’s why farmers are more interested in talking about their crop when the weather is nice in the summer, early fall and spring. The colder it got, the less farmers wanted to stand around and talk about buying seed.
That is when I realized that I only had one job as a seed seller and that was to constantly raise my customers’ temperatures (excite them) so they wanted to do more and more business with me!
Click the player above and check out our latest podcast from SeedSeller Training Radio. Learn why it’s so important to constantly check your customers’ temperatures and keep them “heated” all season long about working with you.