Here where we live the Shenandoah Valley of Virginia, agriculture is thriving on small family farms. Some are modern and some are still farmed using horses by Old Order Mennonites. Corn and soybeans are grown, poultry raised and dairy cows milked. Plus organic vegetables of all sorts for the local food-to-table market. Think about how these family farmers are like great salespeople.
For crops to grow the soil must be prepared. The farmers here in late fall and early spring spread manure from dairy farms fertilizing the fields to be planted. Great salespeople also prepare for making sales calls. They research the industry and companies to understand their needs. Like farmers, great salespeople plan based on knowledge of markets impacting their business. Unique selling propositions and value statements are crafted and rehearsed. Qualifying questions added to the sales call plan. Goals set for each sales call and campaign. Great salespeople build rapport with prospects forming bonds of mutual trust and respect….