agri selling steps applied to selling “yourself” preparation service opening close presentation...

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AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1. Know Yourself 2. Know the Company 3. Prepare Resume 4. Prepare for Interviews 5. Write Letters 1. Follow Through 2. Check Back 1. Greet Prospect 2. Build Rapport 3. Probe for Needs 4. Arouse Interest 1. Ask for the job 2. Establish Next Step 3. Thank Them 4. Leave 1. Review Problem 2. Outline Solution 3. Detail Features & Benefits 4. Handle Objections

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Page 1: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

AGRI SELLING STEPSApplied to Selling “YOURSELF”

PREPARATION

SERVICEOPENING

CLOSE PRESENTATION

1. Know Yourself2. Know the Company3. Prepare Resume4. Prepare for Interviews5. Write Letters

1. Follow Through2. Check Back

1. Greet Prospect2. Build Rapport3. Probe for Needs4. Arouse Interest

1. Ask for the job2. Establish Next Step3. Thank Them4. Leave

1. Review Problem2. Outline Solution3. Detail Features & Benefits4. Handle Objections

Page 2: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Agri Selling Steps Applied toSelling “Yourself”

Everyone sells, not just salespeopleYou want someone to ‘buy’ you when seeking a jobYou want someone to ‘buy’ your ideas when presenting proposals

Page 3: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Your most important sale in life is to sell yourself to yourself.

- Maxwell Maltz

Page 4: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Preparation – Know Yourself

Goals SR & LR Personal & professional

Strengths & Weaknesses Success & Mistakes Likes & Dislikes

Page 5: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Preparation – Know the Company Name pronunciation Key people Major products/services Size (sales, employees) Locations Major competitors Annual reports Web pages Latest news Info meeting Perceptions of the company

Page 6: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Other Preparation Activities

Resume (sales aid) Letters Prepare for interview

(sales call)

Page 7: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Opening the Interview

Create a positive impression Build rapport Gain interest and attention Probe for needs and values

Page 8: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

The Presentation Step in an Interview

Identify features* Education (majors, minors, areas) Academic performance Work experiences Leadership activities Special skills*Note: applicable to selling your ideas too.

Page 9: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

The Presentation Step in an Interview

Link benefits (for them)* Profit Customer satisfaction Won’t have to worry Save time Save money*Note: applicable to selling your ideas too.

Page 10: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

The Presentation Step in an Interview

Handle objections* Grades Background Leadership

*Note: applicable to selling your ideas too.

Page 11: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

Closing an Interview

Ask for the job Establish next step Thank them and leave

Page 12: AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare

The Service Step in an Interview

Follow through Write thank you letters Check back