Sales Results

Agribusiness Sales Training

Build capability to create customer value and grow sales

Before you consider any sales training it is important that your people clearly understand and are committed to the value proposition of your agribusiness. Your value proposition and your strategy should drive your sales process and define what sales training and coaching you need. Without clarity and commitment to your value proposition, your potential ROI on any investment in sales training will be low.

If your agribusiness’s value proposition is clear to your team, then Strategic Value Selling is a sales methodology you will want to consider. It is learned and implemented inside your business through phased-in learning over an 12-18 month time frame to develop the skills, knowledge and processes your people need to create value for your most progressive customers – value that:

1) Helps customers achieve their goals and,

2) Drives growth and profitability for your Agribusiness.

Our phased-in approach to learning means that Strategic Value Selling not only transforms your people it transforms your culture.

How we work with you

The skills, knowledge and benefits of each learning module in our phased-in approach

1. Client analysis

Skills and Knowledge

Proactively spot market changes, and trends
Use unique SWOT/TOWS analysis to build your territory business plan
Identify and assess customer value styles to improve your segmentation and targeting
Identify your 80:20 clients and set market share and share-of-wallet targets for your territory
Understand the value equation and shift focus to selling benefits not “price & programs”
On the-job-action plan: Develop a targeted sales action plan

Benefits

Identifies the Strategic and Progressive customers within your trading area
Aligns sales and marketing strategy to create value with the right customers
Develops strategy-driven sales action plans to grow profitable market share
Focuses sales effort where it can most significantly and profitably grow the business

2. Strategic Trust Building

Skills and Knowledge

Build strategic trust with clients using the four step trust ladder
Read client resistance and how to lower it; read client discovery interest and how to increase it
Understand your own Disc behavioural style, and others on your sales team
Read the clients Disc style and learn how to adapt your style to theirs’ to significantly increase trust
On the-job-action plan: client-specific sales action plans to build strategic trust with customers

Benefits

Increases credibility and strategic (business) trust with key clients
Establishes deeper, more strategic client relationships than the competition
Increases face to face discovery time to uncover client needs the competition hasn’t
Differentiates you in the eyes of customers based on higher strategic trust

3. Strategic Discovery

Skills and Knowledge

Understand the importance of the customer’s vision, goals and strategy
Learn the four step strategic discovery process to identify customer production and business needs
Learn and use pain-and-gain questioning to uncover more opportunities to create value
Develop evidence questioning skills to determine real evidence to calculate ROI of your solutions
On the-job-action plan: strategic discovery sales calls to identify customer vision, goals, unmet needs

Benefits

Achieves deeper discovery of unrealized, evidence-based customer production and business needs
Moves focus off of product and price, and onto customer’s vision, goals, and strategic requirements
Enables you to sell solutions with ROI that are geared toward helping the customers achieve their goals
Differentiates you as a “business partner” on your ability to help customers achieve their goals

4. Creating Value

Skills and Knowledge

Shift the paradigm from product and price selling to creating strategic value
Understand the customer’s perception of value and learn about the value steps
Learn the impact of value creation on your organizations competitiveness, and how to improve it
Innovate to create solutions that solve the production and business needs of strategic customers
On the-job-action plan: Develop client-specific solutions that help targeted clients achieve their goals

Benefits

Enables you to differentiate on customer benefits and strategic value, not price
Increase market share and share-of-wallet with higher customer value (benefits), not lower prices
Transforms your organizations culture from transactional to strategic, value creation
Significantly differentiates you as a “business partner” (not just a “supplier”) in the eyes of the customer

5. Strategic Arrangement

Skills and Knowledge

Present and communicate your solutions and ROI to clients as strategic unanticipated value (SUVs)
Ask for more business (commitment) in exchange for your solutions and the ROI they offer
Structure your solutions inside multi-year strategic arrangements
Read buying signals and close more strategically
Handle objections consultatively to create more customer value and increase sales
On the-job-action plan: Develop/present three strategic arrangements with targeted customer clients

Benefits

Moves targeted customers forward faster toward achieving their strategic goals and vision
Drives growth and profitability within your sales territory
Locks-out the competition by creating significant customer value and ROI
Creates long term customer retention and maximization with key Strategic and Progressive customers

6. Support and retention

Skills and Knowledge

Manage implementation of your solutions inside the clients farm business
Develop and implement a comprehensive client support plan
Use client complaints to build the relationship and increase customer retention
Gain client feedback to improve client satisfaction
Use a broad range of feedback tools to constantly improve your solutions (SUVs)
On the-job-action plan: Develop/implement client support plans for targeted customer clients

Benefits

Increases client satisfaction, client retention, and maximization (share-of-wallet)
Builds “strategic partnerships” with your customer clients that are the envy of the industry
“Locks-out” competitors with ongoing customer value creation and customer ROI
Significantly differentiates your customer value creation not price and programs

Agribusiness Sales Training

Build capability to create customer value and grow sales

1) Helps customers achieve their goals and,

2) Drives growth and profitability for your Agribusiness.

Our phased-in approach to learning means that Strategic Value Selling not only transforms your people it transforms your culture.

The skills, knowledge and benefits of each learning module in our phased-in approach

1. Client analysis

Skills and Knowledge

Proactively spot market changes, and trends

Use unique SWOT/TOWS analysis to build your territory business plan

Identify and assess customer value styles to improve your segmentation and targeting

Identify your 80:20 clients and set market share and share-of-wallet targets for your territory

Understand the value equation and shift focus to selling benefits not “price & programs”

On the-job-action plan: Develop a targeted sales action plan

Benefits

Identifies the Strategic and Progressive customers within your trading area

Aligns sales and marketing strategy to create value with the right customers

Develops strategy-driven sales action plans to grow profitable market share

Focuses sales effort where it can most significantly and profitably grow the business

2. Strategic Trust Building

Skills and Knowledge

Build strategic trust with clients using the four step trust ladder

Read client resistance and how to lower it; read client discovery interest and how to increase it

Understand your own Disc behavioural style, and others on your sales team

Read the clients Disc style and learn how to adapt your style to theirs’ to significantly increase trust

On the-job-action plan: client-specific sales action plans to build strategic trust with customers

Benefits

Increases credibility and strategic (business) trust with key clients

Establishes deeper, more strategic client relationships than the competition

Increases face to face discovery time to uncover client needs the competition hasn’t

Differentiates you in the eyes of customers based on higher strategic trust

3. Strategic Discovery

Skills and Knowledge

Understand the importance of the customer’s vision, goals and strategy

Learn the four step strategic discovery process to identify customer production and business needs

Learn and use pain-and-gain questioning to uncover more opportunities to create value

Develop evidence questioning skills to determine real evidence to calculate ROI of your solutions

On the-job-action plan: strategic discovery sales calls to identify customer vision, goals, unmet needs

Benefits

Achieves deeper discovery of unrealized, evidence-based customer production and business needs

Moves focus off of product and price, and onto customer’s vision, goals, and strategic requirements

Enables you to sell solutions with ROI that are geared toward helping the customers achieve their goals

Differentiates you as a “business partner” on your ability to help customers achieve their goals

4. Creating Value

Skills and Knowledge

Shift the paradigm from product and price selling to creating strategic value

Understand the customer’s perception of value and learn about the value steps

Learn the impact of value creation on your organizations competitiveness, and how to improve it

Innovate to create solutions that solve the production and business needs of strategic customers

On the-job-action plan: Develop client-specific solutions that help targeted clients achieve their goals

Benefits

Enables you to differentiate on customer benefits and strategic value, not price

Increase market share and share-of-wallet with higher customer value (benefits), not lower prices

Transforms your organizations culture from transactional to strategic, value creation

Significantly differentiates you as a “business partner” (not just a “supplier”) in the eyes of the customer

5. Strategic Arrangement

Skills and Knowledge

Present and communicate your solutions and ROI to clients as strategic unanticipated value (SUVs)

Ask for more business (commitment) in exchange for your solutions and the ROI they offer

Structure your solutions inside multi-year strategic arrangements

Read buying signals and close more strategically

Handle objections consultatively to create more customer value and increase sales

On the-job-action plan: Develop/present three strategic arrangements with targeted customer clients

Benefits

Moves targeted customers forward faster toward achieving their strategic goals and vision

Drives growth and profitability within your sales territory

Locks-out the competition by creating significant customer value and ROI

Creates long term customer retention and maximization with key Strategic and Progressive customers

6. Support and retention

Skills and Knowledge

Manage implementation of your solutions inside the clients farm business

Develop and implement a comprehensive client support plan

Use client complaints to build the relationship and increase customer retention

Gain client feedback to improve client satisfaction

Use a broad range of feedback tools to constantly improve your solutions (SUVs)

On the-job-action plan: Develop/implement client support plans for targeted customer clients

Benefits

Increases client satisfaction, client retention, and maximization (share-of-wallet)

Builds “strategic partnerships” with your customer clients that are the envy of the industry