PERFORMANCE SELLING

Target Audiences

Field salespeople, agronomists, crop consultants, animal nutrition consultants, animal health representatives.

Course Length

2 days, or a suite of 4 courses of variable lengths.

  • > Preparing For Success
  • > Understanding Customer Needs
  • > Winning Sales Presentations
  • > Overcoming Objections and Closing the Sale

Overview

Agricultural selling can be one of the most challenging and satisfying careers available today. Many suppliers and many products can potentially fit a grower’s needs, leading to vigorous competition at every level in the supply chain. And yet, with all these challenges, there has never been more opportunity for high performance sales professionals who can demonstrate the following:

  • Product and technical knowledge
  • Consultative selling skills
  • Dedication to customer satisfaction

The higher the quality of your selling effort, the stronger a partner you can be for today’s producer. Your knowledge of products and services, your understanding of your customer’s business and priorities, and your ability to match product to need can create results that keep customers satisfied and coming back.

Knowledge and Skills

In this program, you will systematically apply skills by focusing on:
  • Locating high potential accounts
  • Determining the results that customers need and expect
  • Developing solutions that deliver these results
  • Overcoming objections
  • Closing one sale while building the next

Course Outline

I. Preparing for Sales success

    A. Selling in today’s marketplace
    B. Getting prepared
    C. Strategic prospecting
    D. Setting prospecting goals to meet business objectives

II. Understanding customer needs

    A. Key account strategy
    B. Selling aids
    C. Getting started: your opening approach
    D. Probing for needs and value

III. Winning sales presentations

    A. What customers buy
    B. Features, advantages, and results
    C. Focus the presentation on customer needs

IV. Overcoming objections and closing the sale

    A. Getting to yes
    B. Closing the sale
    C. Trial closes
    D. Closing methods

V. Final suggestions