Ep 70 - Trust First: Why Great Sales Reps Prove Value Before They Sell with Danny Thornton

<p>What separates a good agricultural salesperson from a great one?</p><p>According to Danny Thornton from Agreva, it starts with understanding the value you bring.</p><p>In this episode of <em>Selling in the Paddock</em>, Georgia Stormont sits down with Danny at Hort Connections to explore what it really takes to build trust with growers, introduce new technology into agriculture, and have commercial conversations that create long-term relationships.</p><p>They discuss why technical credibility matters, how biological products are changing the future of Australian agriculture, and why growers don&#39;t buy claims—they buy confidence.</p><p>One of the biggest takeaways?</p><p>Trust isn&#39;t built by telling someone your product works.</p><p>It&#39;s built by proving it.</p><p>Danny also shares why Agreva invests heavily in local Australian trials, recognising the outstanding work of Steve Lorimer and the technical team in generating the evidence growers need before making important decisions.</p><p>• Why understanding your own value changes the way you sell.<br>• The difference between technical knowledge and commercial confidence.<br>• How biologicals and traditional chemistry can work together.<br>• Why Australian field trials are essential for building grower trust.<br>• How great salespeople focus on adding value instead of visiting everyone.<br>• Why face-to-face conversations still matter in agriculture.<br>• How challenges such as rising fertiliser costs are creating opportunities for innovation.</p><p>If you work in agricultural sales, agronomy, crop protection or horticulture, this episode is packed with practical insights on building trust, creating value and having better commercial conversations.</p><p>Because in agriculture...</p><p>Selling isn&#39;t about convincing.</p><p>It&#39;s about understanding.</p><p><strong>Connect with Georgia Stormont</strong></p><p>Follow <em>Selling in the Paddock</em> for weekly conversations with some of the best minds in Australian agriculture, sharing practical lessons on sales, leadership and communication.</p><p>If you enjoyed this episode, share it with someone who sells into agriculture and leave a review to help more people discover the podcast.</p><p>In this episode you&#39;ll learn:</p>