Slide 1

AGRI-SELLING PROCESS Key Components Preparation Opening Presentation ( and Handling Objections) Closing Service

Slide 2

8/29/20152 Agri-selling and the Preparation Process Chapter # 4 Objectives - 1.Define and explain how to use prospecting.(Q2Ch4) 2.Are all sales leads good prospects? 3.What are the characteristics of a qualified prospect? 4.Describe 3 methods of Prospecting.(Q3Ch4) 5.Give an example using trade shows to Prospect 6.How can a salesperson overcome a reluctance to prospect? 7.Use an example prospect priority index. (Q4Ch4) 8.Describe the value of key accounts & how you develop a key account strategy.

Slide 3

PREPARATION A) Build knowledge base for product/service ____________________________________ awareness of technical features and potential benefits of the product/service ____________________________________ awareness of other potential rival products, their features and limitations, market trends important to your customers, all major factors that can affect your prospects buying decision ____________________________________ awareness of customers goals, needs, related purchase and production activities. Create a client profile. Knowledge: Gives you _______________________________________________________ _____________________________________________________ ___________________________________

Slide 4

Phillip Logesdon, Field Research** Meet with sales people _____________ information Field Plot and actual results may ________ Research Manager Manages Research Plots Audio Video clips funded by the Barnhart Fund for Excellence

Slide 5

PREPARATION B) Identify prospects (Q1Ch9, part 1). Define and explain prospecting) Prospecting:the process of ____________________________ An effective prospecting program is systematic and can be measured for effectiveness. Good salespeople ______________________ that constantly give them ____________________ ____________

Slide 6

Five Rules For Successful Prospecting 1. The prospecting plan must help you achieve all ___________________ 2. Study your market to know what is changing and can identify ___________________ 3. Use a variety of prospecting methods 4. ___________________ your prospects 5. Develop a system for ___________________ using important information to prepare a selling strategy

Slide 7

______________________________________ ________________________ A client is not a real prospect without resources to pay for the product Ability to pay includes ________________________ Knowing who has purchasing authority saves the salesperson time and effort because it can result in a sale ____________________________________________ ________________________ 7-7 Characteristics of a Good Prospect McGraw-Hill/Irwin

Slide 8

8/29/20158 An Application Nugget You are a salesperson for a new breed of laying hens, how would you develop a prospect list? ___________________________________________________________ _________________________________________________________ ___________________________________________________________ _________________________________________________________ ___________________________________________________________

Slide 9

Sales Goal(s) (Q1Ch9, part 2) Penetration- __________________ Concentration _________________ Both (the BMA example)

Slide 10

Networking Salesperson uses personal _______________ _________________________________ to secure leads (influence peddlers) Suggestions: Call at least two people per day and go to at least _______________________ Spend most of your initial conversation with a new contact talking about his or her business and _________________________________ Follow up on a regular basis 7-10 How and Where to Obtain Prospects McGraw-Hill/Irwin

Slide 11

__________________________ Sales person cultivates well-known, influential people in the territory who are willing to supply lead information _________________ Salesperson uses websites, e-mail, listservers, bulletin boards, forums, roundtables, and newsgroups to secure leads Extranets _____________________________________________________ E-selling, E-tailing ___________________________________________ Salespeople use these forms of promotional activities to generate leads Postcard pack Bounce-back card 7-11 How and Where to Obtain Prospects (continued) McGraw-Hill/Irwin

Slide 12

How and Where to Obtain Prospects (continued) _________________________________ (more on this one next) _____________ Salespeople use seminars for prospects to generate leads Appeal to a specialized market Invite good prospects Go high-quality Be involved before, during, and after __________________________ Secondary data sources; free or fee-based SICs and NAICS (Standard Industrial Classification / North American Industry Classification System) Purchasing lists 7-12 McGraw-Hill/Irwin

Slide 13

Cold calls: ___________________________________ Cool calls (Segment Specific Prospecting): Calling on prospects _____________________________ Leads: Calling on prospects who have been_______________________________ __________________________________ ___ Target Prospecting: Concentrates limited resources, and directs efforts to ___________________________ (Q2Ch9- Methods of Prospecting)

Slide 14

Cold Calls - The Downside? Relative to cool calls, leads and targets cold call prospects are not as likely to _________________________________ __________________________ _________________________________ __________________________ to probe & collect needs information __________________________

Slide 15

TRADE SHOWS (Using trade shows to prospect Appendix B) Develop a goal __________________________ Positive physical arrangements which accurately portray your intent _________________________

Slide 16

TRADE SHOWS Develop a goal (PR/exposure, leads/contacts or sales) Positive physical arrangements which accurately portray your intent (location, display & size) Attention grabbers __________________________ Visitor relations & the __________________________ Prompt follow-up the key __________________________ (Student recruiting example)

Slide 17

Jeff Rice, Director of Market Development** Local, state & national Farm machinery show _____________________ Trade Shows Clip funded by the Barnhart fund for Excellence

Slide 18

How and Where to Obtain Prospects (continued) _______________ Personal letters to potential leads Follow up with a telephone call Include promotional items Other sources of leads _______________, people in his or her own firm, friends, and so on, to secure information ____________________ 7-18 McGraw-Hill/Irwin

Slide 19

Reasons for reluctance Being overly concerned with ____________ _______________ Being fearful of: ________________________ 7-19 Overcoming a Reluctance to Prospect McGraw-Hill/Irwin

Slide 20

Helpful activities: Identify and evaluate ____________ Engage in sales ______________________ activities Make prospecting contacts ______________ ________________________ Set ______________ for all of your prospecting activity Realize the ______________ of prospecting activities 7-20 Overcoming a Reluctance to Prospect (continued) McGraw-Hill/Irwin

Slide 21

Helpful activities (continued): Remember you are calling to ________________ ________________ of what prospects might say about you, your company, or your products Learn and apply ____________________________ ______________ Recount your own _______________________, or those of others 7-21 Overcoming a Reluctance to Prospect (continued) McGraw-Hill/Irwin

Slide 22

Jeff Rice, Director of Market Development** With and without ________________ Segmenting Miles Enterprises Growers Clip funded by the Barnhart fund for Excellence

Slide 23

Building a Prospect Profile Beginning with the Basics Name, address, family, education, _____________________________________________________________ (Helps for opening the call and for classifying buyer type) as does _____________________________________________ Credit Rating (Pre and early qualifying) _____________________________ ________________________ A detailed information sheet or source for each prospect that includes necessary information or developing an effective sales call strategy A detailed information sheet or source for each prospect that includes necessary information or developing an effective sales call strategy

Slide 24

David Gress Miles Enterprises** ____________________________ Preparing for the call Clip funded by the Barnhart fund for excellence

Slide 25

Brad - Cargill Ag-Horizons, Bob - Agway Ag Products Go after customers that ___________________________________ your business with them by growing together Categorize the prospects by _________________________ 4. Etc...

Slide 26

PREPARATION Criteria for identifying good prospects: _______________ ______________________________ ______________________ _________________________________ ______________ ______________________________________________ ______________________ ___________________________________________ ______________________ TRY TO RANK YOUR CRITERIA! (Objective - Explain how to prioritize prospects.)

Slide 27

PREPARATION _______________________________ is a widely recognized tool for prioritizing prospects (Objective, Q4Ch9. Use and example PPI) Enter the names of specific accounts, those you ________________________________ Review the characteristics in your PPI Add any that are ___________________ Delete any that no longer apply (see the H/O)

Slide 28

The Prospect Priority Index Prospect Priority Index Factor/ProspectWtJoeJohnJim Pot Acct Size Credit evaluation Distribution/delivery opinion leader loyalty Profit potential total 2X Distribution

Slide 29

PREPARATION C) Profile targets/customers ___________________________________________________________ To have knowledge of customer readily available D) Develop objectives and strategies: Determine the long term sales objectives which are Tangible: ________________________________________________ Measurable: ________________________________________________ Feasible: ________________________________________________ Or SMART ________________________________________________ or SMAC

Slide 30

A customer ____________________________________ _____________________ (Objective. Describe a key account & related strategy) A KEY ACCOUNT

Slide 31

Key Account Strategy Key account goals should match company, territory & personal sales goals History, data & information (more detail coming) ___________________________ _______________________________ ___________________________ Measure satisfaction and revise strategy

Slide 32

Key Account History & Information _____________________________ _________________ ___________________________ What products/services/information fit their needs?

Slide 33

8/29/201533 Key Account Data Purchase History by product including time & quantity of purchases _____________________________________ _____________________________________ _

Slide 34

8/29/201534 __________________________________________ Type of organization Size, number of locations Products and services offered Financial position and its future Overall culture of the organization __________________________________________ Who they are How they differ in their business approaches Prospects strategic position in the industry 8-34 The Prospects/Customers Organization McGraw-Hill/Irwin

Slide 35

8/29/201535 _____________________________ Formal reporting relationships Bonds that the prospect has already formed with other salespeople ______________________________ Product evaluation process 8-35 The Prospect/Customer as an Individual (continued) McGraw-Hill/Irwin

Slide 36

8/29/201536 ________________________________ Sole supplier or multiple suppliers why? Reason for buying from & satisfaction with present suppliers _________________________________ Type of buying process Strengths and weaknesses of potential competitors 8-36 The Prospects/Customers Organization (continued) McGraw-Hill/Irwin

Slide 37

8/29/201537 _________________________________ How they fit into the formal and informal organizational structure Their roles in this decision Current problems the organization faces _________________________________ About salespeople, contacts & visits 8-37 The Prospects/Customers Organization (continued) McGraw-Hill/Irwin

Slide 38

_____________________________________________ Resources________________________ Firms own on-line sales portals Lufthansa, Continental, Rubbermaid & Keebler (trends, general information & presentation templates) Selling center - a team of all who participate The _______________ Prospect companys own Web page Personalized Web pages Hoovers, JustSell.com, etc. _______________________________ 8-38 Sources of Information McGraw-Hill/Irwin

Slide 39

Each key account contact _____________________________________________ ____________________________ ____________________________ Featuring: Bob talking about what he does before an important call. 02

Slide 40

8/29/201540 ______________________________________i s the first step in the sales process. Not all sales leads qualify as ______________. Many methods can be used to locate prospects. The best source is a _________________________. Effective prospecting requires a ______________________________________t hat hinges on developing a lead qualification and management system and overcoming reluctance to prospect. 7-40 Summary McGraw-Hill/Irwin