AGRICULTURE FINANCE INDUSTRY
IMPROVEMENT IN CRITICAL SALES SKILL #1: BUYER/SELLER RELATIONSHIP
BUYER/SELLER RELATIONSHIP is the salesperson’s knowledge of and ability to use a sales methodology to navigate through each of the customer’s incremental buying decisions in the proper sequence. When salespeople do this correctly, they experience an improved ability to gain commitments while building a lasting relationship with the client.
REMARKABLE FINDINGS ABOUT BUYER/SELLER RELATIONSHIP SKILLS IN AGRICULTURE FINANCE
- The Agriculture Finance Industry generally started with higher levels of Knowledge and Application prior to training. Agriculture had 4 points more in Knowledge and 9 points more in Application of Buyer/Seller Relationship skills
- Post-training Knowledge and Application scores were greater than the Universe. This produced a healthy skill gain of 50% for Buyer/Seller Relationship skills.
Post-training Knowledge and Application scores were higher than the Universe with the exception of Sales Call Planning and Presentation Skills. Overall skill gain was significant at 70% (but less than the Universe at 86%). Key skills that were enhanced included: Sales call Planning and Gaining Commitment.
Since the critical selling skills work together (each skill enhances the other), developing all of them simultaneously provides the salesperson with a systemic approach to solution selling. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Agriculture Finance Industry is a clear example of the need to develop ALL of the 5 Critical Selling skills.