FREE E-ZINE | September 2018 | 2nd Edition

Hello!
Welcome to 'Dialogue with Dave' and the 'Sales Problem of the Month.' This year we are doing things a little differently. While we will still be challenging our subscribers with the ' Sales Problem of the Month,' in addition we will be posting the latest farming trends, prospecting tips and a variety of other interesting agriculture facts. Be sure to tune in monthly for new information on innovations and sales techniques. Our job as sales people is to help find the problems and propose the ideal solution. That is why this year our monthly Ezine will be packed full of useful information keeping you up to date on all the most important information regarding agriculture that month. We hope you enjoy!

'Sales Problem of the Month'

Your salesperson has been working real hard on a large multiple unit deal. All the competition is on the deal and the customer has been eliminating them one by one. You were out seeing the customer with the salesman and the finish line is in sight. Your service manager learned about it and has come to discuss the deal with you. He feels the service department may be too busy and is concerned about the work this will add to his already taxed department. He would rather that this deal would not happen as it may be at the expense of other sales with the companies other clients and asking that the salesperson to consider the implications.

You do know and agree with him that it will make it difficult on the already busy service department.

You agree it will add stress but you hate giving up this selling opportunity.

What do you do? Do you stop the sale? Can you mitigate the risk of overwhelming your service manager?
Or perhaps do you take on extra work load and increase the problem for your service department?

Thank-you for Participating!!!

Dave Gross
President | CEO

InternationalAgUniversity™

Problem of the Month Submissions

For those new to the "Sales Problem of the Month" , let me explain a little. Each month we'll be posting a problem. We hope that participants will think outside the box and propose the best solution. Top answers will be published to our new website and made available through the eZine the following month.

Please submit your response via the button below; I look forward to hearing from you.

Feel free to connect with me for more information or if you have a specific sales question

Remember, there are no right or wrong answers to these questions. These questions are meant to challenge your sales knowledge and allow you to exercise what you have learned in a professional sales setting and receive feedback. We appreciate everyone taking the time to participate in these problems and very much look forward to your submissions.

Email me at d.gross@iau.ag or use the links below to connect with me.

Dave's Fun Facts of the Month

Livestock Takeover
Livestock farming feeds billions of people and employs 1.3 billion people. That means about 1 in 5 people on Earth work in some aspect of the livestock farming.

Some Farmers Don't Even Know It
According to the U.S Census, a farm is any establishment which produces and sells, or normally would have produced or sold, $1,000 or more of agricultural products during the year. Government subsidies are included in sales.

Minorities make the Majority
According to a report prepared for the Federation for American Immigration Reform titled, “Illegal Immigration and Agribusiness: The Effect on the Agriculture Industry of Converting to a Legal Workforce,” just 5.7 percent of farms operating in America are responsible for 75 percent of the country’s total agricultural sales.

Tips, Trends and Tactic

How can I sell?
When sales-people explain how they sell a product their answers might differ from one another, but generally the process stays the same. Establishing rapport and in any business relationship may seem important but there are other things that you could use to help your products stand out or seem superior and you probably haven't thought of it.

Sell a Story
When I buy something that requires some thought, more often than not, I buy a product because it solves a solution or enhances my ability to perform a task. The last time I bought a suit, I wasn't even in the store for a suit I just needed a Tie. The first thing the manager said to me was, "Please try on this suit!", I kind of hesitated but had time so I complied. After putting everything on he asked, " how do you feel?"
Not really understanding how I was supposed to feel, I just assumed I felt good wearing an expensive suit.
He then preceded to tell me that, in the movie Casino, James Bond wears this exact same suit. And for whatever reason my perceived value of the suit went way up.

Now similarly, I don't expect sales teams to employ that their tractor or combine was driven by a famous actor, but you can understand the transition of mentality for the buyer in this case. Focus on interesting highlights when selling your products. This tractor was rated most fuel efficient in 2018, this combine can effectively sort through chaff and seed 10% faster, etc it really doesn't matter as long as your sales pitches are accurate.

Thinking outside the box in this regard can be a deal breaker, finding out what is important to your buyers and building a pitch to coincide with that will most definitely increase your chances of landing a sale.

'Dialogue with Dave'

InternationalAgUniversity™ E-Zine