1. 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

3. Steps in the Selling Process
The Pre-Approach/Pre-Call Preparation
Select your agriculture product
Learn about your product
Learn about your competition
Prepare to meet your customer
Prepare your project summary sheet

4. Steps in the Selling Process
The Approach
Standard approach
Direct approach
Friendly greeting approach
Merchandise approach
Service approach
Informal approach

5. Steps in the Selling Process
Identify customer needs and wants
Product Demonstration
Handling Customer’s complaints
Kinds of objections
Ways to handle objections
Excuses
Closing the sale
Suggestion Selling

6. 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.

7. 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.

8. 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.

9. Guidelines for the Project Summary Sheet, Continued
Warranty
Service availability
Demonstration of product function
Competitors and other pertinent information
Price
Closing statement or method