World Wide Sires

1. World Wide Sires Sales Skills For WMS Consultants Joel Mergler Select Sires Vice President International Development

2. Are You A Salesperson?

4. “You can get whatever you want out of life if… you just help enough other people get what they want.” -- ZigZiglar

5. Emotional control/Ego Balance Optimistic Positive attitude Discipline Desire to get better/learn Concentrate on what they can do not on what is out of their control Characteristics of Successful Salespeople

6. EMPATHY EGO EGO/EMPATHY BALANCE

7. Ego Empty Egotistical Lack of confidence Low self-esteem Overconfident Arrogant Self-centered EGO/EMPATHY BALANCE Humility Intelligent Self-respect Genuine Confidence

8. Protect Egos EGO EGO Don’t take it personally…it is just business Your Ego Customer’s Ego

9. Six Step Professional Selling System Approach Interview/Needs Analysis/Awareness Demonstration and Validation Managing Sales Resistance Asking for the Sale Customer Service after the Sale

10. The Counselor Shift

11. Managing Tension

12. Six Step Professional Selling System Approach Interview/Needs Analysis/Awareness Demonstration and Validation Managing Sales Resistance Asking for the Sale Customer Service after the Sale

13. The Most Violated Principle in Selling Don’t begin selling until you have established the prospect’s dominant wants and needs You can’t sell John Doe what John Doe buys until you see John Doe through John Doe’s eyes

14. What We Know about Our Customer

15. “It’s not what you don’t know that hurts you.It’s what you do know that ain’t so!” Mark Twain

16. Don’t Jump To Solutions

17. Goals/Dreams Relevance Solutions

18. Relevance Solutions Goals/Dreams

19. Where Do Needs Come From? Product Needs Business Goals Person Beliefs

20. Good Questions Tell me about… What were your experiences with… How do you feel about… Can you please explain… What do you look for when you’re making decisions about… How do you manage your… Where do you see your operation three to five years from now?

21. How many? What types of? What’s your level of satisfaction? What do you like most? What isn’t working? What would you change? OR How would you improve this? How would this be helpful? What happens when? (name a typical problem) What are the consequences of this? Is this something you’d like to improve? Questioning Strategy – Digging Deeper

22. Steps For An Effective Needs Analysis Interview Ask good open-ended needs questions Shut up Listen Follow with more direct questions Repeat steps 2 and 3

23. PROSPECT’S GOALS NEEDS GAP CREATES INNER TENSION PROSPECT’S SITUATION

24. Genetics have value. Calf on the ground. Cow back in production. Get my cow bred. Semen is a commodity.

26. Causes of Poor Listening We listen faster than “they” can talk. Our mind wanders off. We think we’re objective, but we may really be listening in a biased way. We get caught up in details and miss the main idea or point. We give in to distractions. We judge the messenger and not the message. We listen passively. We put the total burden of communication on the speaker. We almost dare them to get their idea across.

27. People Need Heroes Trusted and respected authorities in every part of their lives Heroes are people who help make some of life’s stress go away, reduce confusion, and won’t let them down!

28. We Can Be People’s Heroes When it comes to… • Reproduction • Genetics • ?????

29. Understand our customers’ stress better than our competitors.Be a serious, lifelong student of your customers.

30. “There is no finish line!” We must constantly reinvent, improve, and add more value for our customers. WARNING: If we don’t… someone else will!

31. A Good Needs Analysis Gives you a clear assignment from the prospect of… • A problem to solve • A goal to be reached • A dream to be realized

32. Six Step Professional Selling System Approach Interview/Needs Analysis/Awareness Demonstration and Validation Managing Sales Resistance Asking for the Sale Customer Service after the Sale

33. Reproductive Knowledge Customer Knowledge Product Knowledge A.I. Training Reproductive Services

34. Features ≠ Benefits Two completely different languages

35. 7HO7536 Coldspring Coldsprings Kenyon 9118-ET

36. 7HO7536 Coldspring Goff Coldspring 30112 Hobbs, NM

39. “Why should I buy from World Wide Sires ?” How do we answer ?

40. High Quality Products Strong Level of Support Competitive Prices You Get Me Answers Most Given

41. “Well, I see you’re a commodity, so what’s your price?”

42. Causes of Commoditization • Economy • Competition • Uninformed Buyers • Lack of good brand marketing • Sales process

43. INNOVATIVE COMPETITIVE COMMODITY CATEGORIES OF PRODUCTS

44. THE INNOVATIVE PRODUCT • LITTLE OR NO COMPETITION • UNIQUE BUSINESS NICHE • ABILITY TO SET PRICING STRATEGIES • ABILITY TO LOCK IN CUSTOMER • RELATIONSHIPS

45. THE COMMODITY PRODUCT • LITTLE OR NO PRODUCT DIFFERENTIATION • FROM CUSTOMER’S POINT OF VIEW • COMMON SPECIFICATIONS • DOWNWARD PRICE PRESSURE/LOW MARGIN • EASY FOR THE CUSTOMER TOSWITCH • TO A DIFFERENT VENDOR • BUYERS MAKE THEIR BUYING DECISIONS ON • A SALE BY SALE BASIS

46. THE COMPETITIVE PRODUCT • PRODUCT DIFFERENTIATION • UNIQUE SPECIFICATIONS • ABILITY TO CHARGE HIGHER PRICES • MORE DIFFICULT FOR THE CUSTOMER • TO SWITCH TO A DIFFERENT VENDOR

47. Positioning Our Product Focus on Core Values, not just product tangibles. Incorporate the four Core Values into our selling message.

48. Four Core Values • Lower Risk • Make Life or Work Easier • Increase Profitability or Lower Costs • Increase Your Competitive Advantage

49. X’s and O’s

50. What Does This Brand Mean?