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

• http://www.youtube.com/watch?v=MSqXKp-00hM

Steps in the Selling Process

1. The Pre-Approach/Pre-Call PreparationA. Select your agriculture product

B. Learn about your product

C. Learn about your competition

D. Prepare to meet your customer

E. Prepare your project summary sheet

2. The ApproachA. Standard approach

B. Direct approach

C. Friendly greeting approach

D. Merchandise approach

E. Service approach

F. Informal approach

Steps in the Selling Process

3. Identify customer needs and wants

4. Product Demonstration

5. Handling Customer’s complaintsA. Kinds of objections

B. Ways to handle objections

C. Excuses

6. Closing the sale

7. Suggestion Selling

Steps in the Selling Process

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.

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 itself…it 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.

Guidelines for the Project Summary Sheet

• One page, single sided, typed, double spaced• Participant’s 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.

Guidelines for the Project Summary Sheet, Continued

• Warranty

• Service availability

• Demonstration of product function

• Competitors and other pertinent information

• Price

• Closing statement or method