agri selling steps applied to selling “yourself” preparation service opening close presentation...
TRANSCRIPT
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
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
Your most important sale in life is to sell yourself to yourself.
- Maxwell Maltz
Preparation – Know Yourself
Goals SR & LR Personal & professional
Strengths & Weaknesses Success & Mistakes Likes & Dislikes
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
Other Preparation Activities
Resume (sales aid) Letters Prepare for interview
(sales call)
Opening the Interview
Create a positive impression Build rapport Gain interest and attention Probe for needs and values
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.
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.
The Presentation Step in an Interview
Handle objections* Grades Background Leadership
*Note: applicable to selling your ideas too.
Closing an Interview
Ask for the job Establish next step Thank them and leave
The Service Step in an Interview
Follow through Write thank you letters Check back