[Scripts & Role-Play] Farmer says: “I Can Save $80,000 by Buying Your Competitor’s Cheaper Seed”

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Question 1 of 6

1. Question

There are many important reasons for visiting customers’ planters in the spring.

Establishing your real value to customers for future use against price objections

Getting growers to eventually believe the positive changes you made were their own ideas

Reducing the chances of having a trouble call with those customers during the season

Increasing the chances of customers buying more from you next year

All of the above are important reasons

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Question 2 of 6

2. Question

If you’re new to certain customers, or haven’t established the kind of value described in the video with current customers, you can establish your value immediately by: (check all that apply)

Giving a BIG discount

Focusing on how to improve his business using the three key questions

Knowing your only competitor is the person selling against you and being better than that person

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Question 3 of 6

3. Question

The best way to begin establishing a record of your value to each customer is to:

At each planter visit, document every step that increases the value of his crop

Connect every planter visit to the grower’s yield goal for that field and document it

Talk about the progress you made the previous year with each grower when developing his next year’s cropping plan so the customer can establish a mental record

All of the above

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Question 4 of 6

4. Question

You’re the ONLY real value a farmer gets when buying seed:

True: He can get seed anywhere he wants, but he can’t get you

False: Sales reps bring no real value to the sale.

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Question 5 of 6

5. Question

The best way to establish YOUR value with every customer is by:

Fully executing outer-circle values—such as planter visits, field visits, harvester rides, etc.

Recording the dollar amount of profit you expect each of the outer-circle values to produce for the customer and use those for your own reference once you execute them

Communicate with your “customers” more often than you do with your “competitors”

Use forms of communication your competitors don’t use—such as video field reports via text messages

All of the above

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Question 6 of 6

6. Question

What is the toughest sales objection you have ever faced from a farmer?

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[Scripts & Role-Play] Farmer says: “I Can Save $80,000 by Buying Your Competitor’s Cheaper Seed”

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