SeedSeller Academy

Be the Best Version of Yourself! Interview with Tony Lucius [Podcast #006]

This month, my guest on the Academy podcast is Tony Lucius.

Tony is a District Sales Manager for a large retailer in Missouri (MFA, Inc.).

The timing of this interview couldn't be any better since we begin the podcast by talking all about attitude. With the incredibly difficult spring so many of you are facing this year, you will get a lot out of this episode with Tony.

Ask yourself, are you being the best version of yourself?

Are You a Partner In Their Business or a Commodity Broker [Podcast #005]

This month, my guest on the Academy podcast is Lauren Mac Namara.

Lauren owns and operates her own Ag Retail company called Revolution Ag in Winchester, Ontario in Canada.

You don’t want to miss this interview… 

This podcast is full of some great tips and strategies for anyone selling today. But it’s a gold mine if you are younger or a female selling in Ag today.

Ask yourself, are you bringing a complete plan to farmers or just selling products based on price? 

How to Visit Planters this Spring! [Podcast #004]

If you are really serious about building better relationships and increasing your sales, then you must implement the strategy of visiting planters with every grower.  Not only will you increase sales, but you'll be able to write those orders much, MUCH faster and earlier in the growing season. This episode of the Academy podcast walks you through the entire Planting Customers program. 

It's EXAM Day! Can you answer these questions? [Office Hours 03.24.2019]

We had some excellent questions submitted for this month's Live Office Hours. A big shout out and Thank you to all who attended live.

For those who missed it, never fear, here is the complete audio podcast of the call.

A few of the many topics covered:

- The illusion of Productivity

- 3 key ways to decide whether or not you are making real progress or if you are just under the illusion of productivity

Question from Jeff:

"We have a new group of salesman who are starting from ground zero to build clientele. What would you recommend we should be doing this time of year to start the relationship building process? It seems like farmers are making some late input decisions yet, so we still have an opportunity to place some products, but I’m thinking more long-term in hopes of capturing more of a footprint on new grower’s farm moving into 2020."

Question from Jim:

"A lot of the larger farms are implementing many precision ag planter enhancements. How do we address slowing down the planting speed when they say that that is why they invested in these improvements? They seem to expect a perfect planting performance."

Question from Clayton:

"Hi Rod. I really like what you do. Lots of great ideas. The problem is my territory is in one of those badly flooded areas. Some of my farmers won’t be in the field for a long time and some may not be able to farm certain fields at all. I don’t know what to say to them. I don’t think I can go out to sell until after harvest this year because they are not going to want to talk to me at all about next year. They will just want to get this year out of the way.  What do you think?"

Any many more...

How to be Different from the Competition: Interview with Greg Mills [Podcast #003]

Today my guest on this podcast is a Seedsman I have a lot of respect for.

He has built a very successful seed business and also farms. The most successful farmers who sell seed have a seed business and also just happen to farm.

That is the opposite of what most farmer dealers do.

Most put farming first, therefore they are farming when they should be selling and their seed business is not all that successful.

Please enjoy my conversation with Greg Mills.

What Would Opening Day Look Like Without Spring Training [Office Hours 02.25.2019

Audio recording of the February 25th, 2019, LIVE Office Hours conference call.  

 

 

Running a Successful Seed Dealership: Interview with Matt Long [Podcast #002]

This month my guest on the Academy podcast is Matt Long.

Matt is a farmer from Leoti, Kansas, where he and his wife Jenny also own and operate a very successful seed business.

Matt and Jenny are not your typical farmer couple and Matt is not a typical farmer dealer.

He is not a farmer who sells seed.

Instead, Matt is the owner of a seed business who also farms…

…there is a BIG difference.

SHOW NOTES:

Below are the programs/trailing tools mentioned in this episode:

1) A personalized monthly coaching program to help you achieve even higher levels of success in sales. Learn more at https://www.rcthomas.com/accelerant/ 

2) Purchase my exclusive How to Handle Sales Objections from Farmers’ Playbook.  Learn more at https://www.rcthomas.com/playbook/

3) Experience the most effective LIVE sales workshop for Seed/Ag sellers this summer- https://seedsellerblueprint.com

 

The Secret to Your Success This Time of Year [Office Hours 01.28.2019]

Audio recording of the January 28, 2019 Live Office Hours conference call.  Some of key topics/questions answered are...

Question from Roger. He says, I farm and sell seed. Your method of selling seed is not only new to me but very innovative. I wish I would have had this 10 years ago when I started selling.  The problem I have is, I have been doing it my way for so long, how do I all of a sudden tell my customer I have changed everything and have this better approach? They’re going to wonder why I didn’t do it before. Any advice?

Question from Gerald, he says, I work for a retail and when things get busy in the spring it is almost impossible for me to get to do the planter visits. You say how important it is to be at the planter, but how can I do that if I’m pulled in 10 different directions and need to do so many other jobs? Please give me some ideas.

Question from Clyde. Clyde says, I’m am finishing my first year in the Academy and my first year selling seed. I came out of an entirely different industry and have little experience in ag. I was a successful in my other industry but felt I needed a change. A friend of mine talked me into selling seed for his company, and since I needed help, I decided to join the Academy. I have to tell you that I have been a poor member. I have not followed you every week or watched all of the programs. Maybe I need to, but customers tell me they don’t want to order early, and they don’t want to buy more than a trial size order the first time. They want to buy 2 bulk boxes, they just want to try 12 bags, for example. When I mention ordering early for example they just tell me it’s too early. I feel like I’m wasting my time and money by being a member. I’m just being honest. Give me your opinion. I trust you will be honest with me. Thanks, Clyde.

Question from Meghan. She says, since I am only in my late 20’s, a lot younger than most farmers I call on, I have been starting to use doggy treats to open the sales call. I found an article in Fortune magazine about the group that is making artificial meat and gave it to a cattle producer. First of all, he was impressed that I read Fortune magazine, and second, he felt that I was kind of pre-warning him of what is coming. I was very surprised on how great it worked. I bought 3 more issues to give to other cattle producers in my area and every one of them gave me an appointment to come back. What other publications do you read and use as doggy treats that farmers don’t read?

Question from Raymond. Our company often delivers seed to at different times to the same customer because not all of the varieties are shipped out of the same plants. That makes it hard to finalize a customer’s order or cropping plan if all of the seed isn’t there. Also, sometimes my seed is delivered to a customer before my competitor’s seed arrives, so I get put in the back of the warehouse and my competitor’s seed is placed in front of mine. I’m afraid I will get planted last or not planted at all. How can I overcome this problem. It is out of my control.

Question from Ross.  He says, After only one year in the Academy, I have learned so much. But the one thing that has stuck with me the most is the thing I have he hardest time changing and that is the Ag Cycle. My sales are going up, but I have not gotten anybody out of the Ag Cycle and doing their cropping plans before harvest. My question is, if my sales are going up and things are working ok this way, why would I need to change it? My customers don’t want to order before harvest.  I love the Academy, just a little frustrated.

Autopsy Your Current Sales Year [Podcast #001]

We've got a special treat for you this month...a sneak peak from our SeedSeller Blueprint Live training. We put together a special podcast of the opening hour of my 3-day workshop in Minneapolis that we just completed.

In this podcast, I cover:

• A call I got from a Farmer Dealer who's getting attacked by the competition
  
• Autopsy on Your Current Sales Year
• How to keep current customers excited by being a true Leader
• How to read the Handwriting on the Wall in this crazy marketplace

The Marketplace is Not the Way it Should Be, It's the Way It Is! [Office Hours 01.03.2019]

Audio recording of the 2019 New Year Office Hours with Rod Osthus.   Some key topics covered:

• The Marketplace is not the Way it Should Be, It's the Way It Is
• Changing from Proof Selling to Faith Selling
• You are the ONLY value the Farmer gets
• MAKE the Decisions for New Prospects