In today’s highly competitive agricultural biotechnology sales industry, value selling is one of the more important selling skills needed by top level sales professionals. For this reason, my article, Value Selling: Getting Customers to Buy at a Higher Price is being featured in this month’s eConnect Magazine published by Dow AgroSciences.

Because growers and other industry leaders and influencers often use price as the dominant factor in a sales negotiation, biotechnology sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Asking the right questions and utilizing value-added selling techniques can help biotechnology sales pros satisfy their customers without getting themselves cornered on price issues.

Dow AgroSciences is a top-tier agricultural company providing innovative crop protection, seeds and biotechnology solutions to serve the world’s growing population. Global sales are $3.8 billion.