Utilizing Successful Agriculture Sales Strategies

1
Utilizing Successful Agriculture Sales Strategies

• Unit 3, Lesson 6

To give real service you must add something
which cannot be bought or measured with money,
and that is sincerity and integrity --Donald A.
Adams
2

• http//www.youtube.com/watch?vMSqXKp-00hM

3
Steps in the Selling Process

• The Pre-Approach/Pre-Call Preparation
• Select your agriculture product
• Learn about your product
• Learn about your competition
• Prepare to meet your customer
• Prepare your project summary sheet

4
Steps in the Selling Process

• The Approach
• Standard approach
• Direct approach
• Friendly greeting approach
• Merchandise approach
• Service approach
• Informal approach

5
Steps in the Selling Process

• Identify customer needs and wants
• Product Demonstration
• Handling Customers complaints
• Kinds of objections
• Ways to handle objections
• Excuses
• Closing the sale
• Suggestion Selling

6
Ideas for Ag. Sales Product Presentations

• TANGIBLE (can be seen, felt, touched, or smelled)
• Ag. Mechanics
• Animals
• Crops, seeds, nuts
• Ag. Products and Processing
• Forestry
• Natural Resources and Rural Recreation
• Ornamental horticulture
• Suggested for this project
• Be creative and think of products that others
  will not.

7
Ideas for Ag. Sales Product Presentations

• INTANGIBLE It is the content which has value,
  not the item that carries it. For example, the
  paper has no value itselfit is the implied value
  of what is written on the paper.
• Crop insurance policies
• Product loans
• Weather reports
• Written reports
• These are not suggested
• for this project, as they are
• hard to demonstrate.

8
Guidelines for the Project Summary Sheet

• One page, single sided, typed, double spaced
• Participants name
• Statement of situation, circumstances, location,
  etc.
• Representation (company, chapter)
• Product to be sold
• Features of the product
• Product structure

Provide enough information to allow the judge to
understand their role and interact with you
during your presentation.
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Guidelines for the Project Summary Sheet,
Continued

• Warranty
• Service availability
• Demonstration of product function
• Competitors and other pertinent information
• Price
• Closing statement or method