Imagine you are visiting a poultry farmer who has been using a competitor feed for years. He is skeptical about switching to B-MEG feeds, saying his chickens are doing fine. How would you handle the situation?
RoleSales Representative
DifficultyMedium
TopicTechnical
Asked at
Why This Is Asked
In agri-sales, overcoming brand loyalty is a daily task; the interviewer wants to see consultative selling skills, product knowledge, and the ability to handle objections respectfully.
General Approach
Demonstrate a farmer-centric approach: listen first, validate concerns, introduce fact-based comparisons (like feed conversion rates), and propose a low-commitment trial to build confidence in the brand.
General Answer
Start by asking about their current setup in detail: feed brand, flock size, feed conversion ratio, mortality rate, and their actual cost per kilo of output, not just the price per sack. Acknowledge that switching feels risky when results already seem acceptable to them. Present the comparison in terms farmers actually care about, feed conversion efficiency and total cost of production, rather than sack price alone, since a cheaper feed can still cost more per kilo of chicken produced if conversion is worse. Rather than arguing, propose a small side-by-side trial, for example one house or one batch on the new feed compared against their current results, so they can verify the difference themselves before committing the whole operation. Offer to provide support during the trial, such as regular visits to help monitor weight gain and feed intake, to reduce the perceived risk of trying something new. Let the trial's actual numbers make the case rather than relying on persuasion alone.
PH Interview Gotcha
Avoid saying, 'Sir, mas maganda itong brand namin, mura pa!' which sounds pushy and unsubstantiated. Instead, use evidence: 'I understand your loyalty, but let me share some local trial results that show a possible improvement in your birds' performance.'
Sample STAR Answer▾
S
Situation
I once faced a similar challenge when introducing a new animal health supplement to a hog raiser who was loyal to his current brand and saw no reason to change.
T
Task
I needed to persuade him to try our supplement by addressing his specific concerns without dismissing his existing loyalty.
A
Action
I acknowledged his success with the current brand and asked questions to understand his flock's performance metrics, like average daily gain and feed conversion ratio. I then presented comparative trial data from a nearby farm showing how our supplement improved weight gain by 8% and reduced mortality. I offered a small free trial for one pen of pigs, with his own farmhands measuring results, so he could see the difference without risk.
R
Result
After a two-week trial, the farmer voluntarily switched 50% of his herd to our product and eventually became a regular large-volume buyer, citing the clear improvement in growth rates.
Key Takeaway
Respecting the customer's expertise while using data and a low-risk trial can turn skepticism into adoption.
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