I always smile when I talk to an ag retailer, seed company, grain or livestock group, or machinery company when I ask them how they sell. They say "On relationships."
Unless the sales rep hired is a seasoned veteran and has covered that same area for years, they will not know the established customer base, the conquest accounts and what relationships need to be built or repaired.
To successfully sell customers on ROI, determine the numbers that are important to them — hours saved, fuel savings, yield increases — and go from there.
With each new product launch and update, farm equipment is becoming more sophisticated. As the equipment you’re selling becomes more complex, so does your approach to selling it.
In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.
Many obstacles hinder the successful transfer of sales training and the improvement of on-the-job performance. But if you carefully consider 3 strategies, you’ll be much more likely to achieve the results you seek.
The event provided an opportunity for dealer sales personnel to spend time in the field with JCB’s product experts learning about new products available for 2015.
At the 2026 Farm Progress Show, Franklin Peitz, Digital Product Marketing Lead with John Deere Operations Center reassures growers that they have the right to their own data.
Since 1980, A&I Products has become a leading manufacturer and wholesale distributor of aftermarket replacement parts for the agricultural, turf, and industrial equipment markets. A&I Products' experience and expertise has greatly contributed to the company's reputation as a top supplier of quality, reasonably priced parts. Founded with roots as a small machine shop and repair facility, the company made the transition by manufacturing new parts to replace those that were identified as commonly needing repair. Throughout the 1980s, the company quickly garnered a reputation for offering quality parts at a reasonable price.
Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.
At Machinery Scope, we believe you deserve the best risk management solutions for your investments in heavy equipment. Since 2013, we have been proud to offer extended warranty, appraisals, and inspections. Machinery Scope is a family-owned business built on our experience in farming and equipment dealerships. We understand your business and provide a personalized and professional level of customer service. Machinery Scope has built a strong warranty product with our customers in mind, offering the same professional level of service from the time you get a quote, through the processing of a claim.