AGRI SELLING STEPS Applied to Selling “YOURSELF” PREPARATION SERVICE OPENING CLOSE PRESENTATION 1.Know Yourself 2.Know the Company 3.Prepare Resume 4.Prepare for Interviews 5.Write Letters 1.Follow Through 2.Check Back 1.Greet Prospect 2.Build Rapport 3.Probe for Needs 4.Arouse Interest 1.Ask for the job 2.Establish Next Step 3.Thank Them 4.Leave 1.Review Problem 2.Outline Solution 3.Detail Features & Benefits 4.Handle Objections       

Agri Selling Steps Applied to Selling “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

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

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

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

Other Preparation Activities Resume (sales aid) Letters Prepare for interview (sales call)

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

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.

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.

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

Closing an Interview  Ask for the job  Establish next step  Thank them and leave

The Service Step in an Interview  Follow through  Write thank you letters  Check back