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AGRI SELLING STEPS Applied to Selling “YOURSELF”

AGRI SELLING STEPS Applied to Selling “YOURSELF”. . . PREPARATION. . . Know Yourself Know the Company Prepare Resume Prepare for Interviews Write Letters. OPENING. SERVICE. Greet Prospect Build Rapport Probe for Needs Arouse Interest. Follow Through Check Back. . . CLOSE.

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AGRI SELLING STEPS Applied to Selling “YOURSELF”

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  1. AGRI SELLING STEPSApplied to Selling “YOURSELF”   PREPARATION   • Know Yourself • Know the Company • Prepare Resume • Prepare for Interviews • Write Letters OPENING SERVICE • Greet Prospect • Build Rapport • Probe for Needs • Arouse Interest • Follow Through • Check Back   CLOSE  PRESENTATION • Ask for the job • Establish Next Step • Thank Them • Leave • Review Problem • Outline Solution • Detail Features & Benefits • Handle Objections

  2. Agri Selling Steps Applied toSelling “Yourself” Everyone sells, not just salespeople You want someone to ‘buy’ you when seeking a job You want someone to ‘buy’ your ideas when presenting proposals

  3. Your most important sale in life is to sell yourself to yourself. - Maxwell Maltz

  4. Preparation – Know Yourself • Goals • SR & LR • Personal & professional • Strengths & Weaknesses • Success & Mistakes • Likes & Dislikes

  5. 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

  6. Other Preparation Activities • Resume (sales aid) • Letters • Prepare for interview (salescall)

  7. Opening the Interview • Create a positive impression • Build rapport • Gain interest and attention • Probe for needs and values

  8. 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.

  9. 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.

  10. The Presentation Step in an Interview • Handle objections* • Grades • Background • Leadership *Note: applicable to selling your ideas too.

  11. Closing an Interview • Ask for the job • Establish next step • Thank them and leave

  12. The Service Step in an Interview • Follow through • Write thank you letters • Check back

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