Strip-till is a niche and often complex farming practice, compared to no-till and more conventional methods. It takes patience, precision and a willingness by farmers to invest time and energy into developing nutrient-rich zones in their fields, which can lead to higher yields and lower input costs. In order to successfully sell customers on the value of strip-till, farm equipment dealers often need more than a smooth sales pitch to close a deal.

The regular column will be entitled, The Business of Selling,and as was stated in the introductory announcement,will be written to provide ag equipment dealer-principals and departmental managers with insight and tools they need to expand the sales knowledge and effectiveness of their sales teams, while also raising the professional level of their staffs through quantitative and qualitative methods to monitor progress and results.