Stop Blaming the Variety [Start Your Week]

Buckle your seatbelt today, I’m going to talk about handling product performance problems for a few minutes, things like Tar Spot.   

So how has your year been so far?

Did you have a variety or two that surprised you in a good way or bad way. Almost every sales rep I’ve talked with in the last 2 months has experienced a mixture of both excitement and disappoint.  But of course, they don’t call me when things are going really well. Most of them call me when they want to know what to say to a customer when their variety got killed by tar spot, anthracnose or spider mite. They want to know what to say to a customer when he says your variety fell over and your competitor’s didn’t.

There were plenty of those kinds of issues this year.  But every rep has the same question. “How do I handle it, the guy is blaming the variety!”