Jerry, do you abide by a daily sales routine?
Seldom. I have a large sales territory – Ohio (except for the northeast), Indiana, Michigan and Kentucky. I try and accommodate customers based on their needs and this most often does not lend to an efficient logistical pattern to my sales efforts. With this large territory there are many differences in the seasonal urgency of different products.
How important is relationship building?
Extremely important with both existing customers and new customers. Relationships many times are the key differential in the level of support we as sales people get from customers.
Explain how you generate new customers and increase your client portfolio?
Never give up on a potential customer. Things happen that create an opportunity to sell a new customer. I try to create the image of always caring about what is important to the customer and this needs to be sincere and genuine. It is important to have indirect promoters of our products from distribution sales reps and from key influential end-users.
In addition to selling turf chemicals, what other support do you offer customers?
I offer advice on sprayer nozzle selection, calibration, sprayer coverage, water quality, understanding of chemical mode of action, proper mixing sequence of the various chemical formulation classes; advice for establishment and weed control for golf course natural roughs; and advice for how to achieve the best esthetic value to the landscape from all of the ornamental plant varieties. I offer this from my experience in managing an agribusiness and from my days as a basic manufacture rep on the crop side of the business.
When working with a client, how do you successfully transition from being a partial to a primary chemical supplier … In short, how do you earn more of their business?
Just by being myself and utilizing my experience and expertise in the way that I talk with the customer. Provide timely and professional follow up to a customer’s questions. I try and sell in a non-traditional way that gives the customer a real reason to increase their support with BASF.
What's the most common sales mistake that happens in your line of work?
That would be not putting the customer as the primary focus. In this line of work, always know what is important to the customer and know what the seasonal demands are for your customers. Sales people need to use our two ears, two eyes and one mouth in the same proportion when trying to communicate with our customers.
How do you work through or manage a seasonal sales slump or slow down?
I'd say there is no real difference. The hard work continues regardless of how the season is progressing, such as weather patterns and other reasons that are out of the sales reps control.
What’s the best piece of advice you were given about being successful in sales?
Always show the customer that you really care about them being successful. Customers also like sales people who can take the customer down a path of an organized selling process. Sales people are selling 12 months out of the year and many times only getting a physical sales order just a few times during the course of the season.
