"Everybody sells differently," says Spencer. And for him, it's trust. His young age might come as a surprise to more seasoned salespeople, but it's apparent Spencer has a way with numbers... and customers. He's built a significant book of business that he refers to not as salesmanship, but more so a family-like relationship helping with decision-making. And when asked to speak to it, he simply said, "It's not how much I make in revenue, but how many acres I have an impact on as it relates to the food supply chain. The fact that we play a role in feeding the world is pretty neat."
After graduating from Mizzou, he started working in a support role in Precision Ag, assisting customers with a variety of issues that have to do with automation. With a background in farming, he quickly related to the callers and understood their pain. Spencer made the switch to sales after getting a trade on his college buddy's combine and has been building these relationships since. Despite the agreeable demeanor and emphasis on customer relationships, Spencer is unmistakably a no-nonsense guy.
He works with real numbers; if trade-in costs and valuation are what drive the transaction, these are the numbers that matter, then no amount of negotiation will change that. That too has everything to do with the trust factor.
The importance Spencer puts in relationships of trust with his customer is without a doubt a result of his humble perspective after experiencing loss first-hand, "Customer relationship goes so far beyond the dollar amount. Sure, I can be competitive, everybody wants to make money, money is nice, but I try to remember you can lose everything tomorrow. The impact on people is much more important." As Charles points out, we can only imagine how proud one would be as a parent if their kid summarized their journey with "humility."
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