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

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Are You A Salesperson?

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You can get whatever you want out of life if you just help enough other people get what they want. -- Zig Ziglar

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Characteristics of Successful Salespeople * 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

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EGO/EMPATHY BALANCE EGO EMPATHY

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

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Protect Egos Your Ego Customers Ego EGO Dont take it personallyit is just business

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Six Step Professional Selling System 1. Approach 2. Interview/Needs Analysis/Awareness 3. Demonstration and Validation 4. Managing Sales Resistance 5. Asking for the Sale 6. Customer Service after the Sale

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Managing Tension

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Six Step Professional Selling System 1. Approach 2. Interview/Needs Analysis/Awareness 3. Demonstration and Validation 4. Managing Sales Resistance 5. Asking for the Sale 6. Customer Service after the Sale

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The Most Violated Principle in Selling * Dont begin selling until you have established the prospects dominant wants and needs * You cant sell John Doe what John Doe buys until you see John Doe through John Does eyes

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What We Know about Our Customer

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Its not what you dont know that hurts you. Its what you do know that aint so! Mark Twain

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Dont Jump To Solutions

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Goals/Dreams Solutions Relevanc e

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Goals/Dreams Solutions Relevance

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

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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 youre making decisions about How do you manage your Where do you see your operation three to five years from now?

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Questioning Strategy Digging Deeper How many? What types of? Whats your level of satisfaction? What do you like most? What isnt 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 youd like to improve?

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Steps For An Effective Needs Analysis Interview 1. Ask good open-ended needs questions 2. Shut up 3. Listen 4. Follow with more direct questions 5. Repeat steps 2 and 3

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Discovering the GAP

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PROSPECTS GOALS PROSPECTS SITUATION NEEDS GAP CREATES INNER TENSION

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

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Causes of Poor Listening 1. We listen faster than they can talk. Our mind wanders off. 2. We think were objective, but we may really be listening in a biased way. 3. We get caught up in details and miss the main idea or point. 4. We give in to distractions. 5. We judge the messenger and not the message. 6. We listen passively. We put the total burden of communication on the speaker. We almost dare them to get their idea across.

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Trusted and respected authorities in every part of their lives Heroes are people who help make some of lifes stress go away, reduce confusion, and wont let them down! People Need Heroes

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We Can Be Peoples Heroes When it comes to Reproduction Genetics ?????

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

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There is no finish line! We must constantly reinvent, improve, and add more value for our customers. WARNING: If we dont someone else will!

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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

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Six Step Professional Selling System 1. Approach 2. Interview/Needs Analysis/Awareness 3. Demonstration and Validation 4. Managing Sales Resistance 5. Asking for the Sale 6. Customer Service after the Sale

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

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Features Benefits Two completely different languages

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7HO7536 Coldspring Coldsprings Kenyon 9118-ET

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7HO7536 Coldspring Goff Coldspring 30112 Hobbs, NM

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How do we answer ?

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

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Well, I see youre a commodity, so whats your price?

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

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INNOVATIVE COMPETITIVE COMMODITY CATEGORIES OF PRODUCTS

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

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

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

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* Focus on Core Values, not just product tangibles. * Incorporate the four Core Values into our selling message.

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

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Xs and Os

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What Does This Brand Mean?

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Reputation Superior Service Results Trust Best People Problem Solver

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What is a Presentation? Presentation = Selling = Communication

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Improving Presentation Skills Desire to improve Awareness of strengths and weaknesses Are you coachable? Practice Use of audio/video of presentations

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Opportunities to Use Presentation Skills Customer Meetings Banquets Team Presentations Prospecting/Sales Calls Coaching Voice Mail Brainstorming

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Benefits of Improving Presentation Skills Motivate Change/Investment that Creates Customer Success Win More Sales/Personal Income Build the Brand Confidence Build Career Build Leadership Image Influence both actions and emotions

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Organized: Structuring Your Story Keep it short Keep it focused Keep it relevant-WIIFT (WIIFM)

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Organized: Structuring Your Story 1. Begin with a Purpose 2. Objective/Purpose/Mission/Goal 3. Position/Situation/Issues 4. End Results/Benefits/Consequences 5. Next Step/ Action Plan/Time Line

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Passionate Passionate presenters are more persuasive Exceptional presenters radiate passion, conviction and enthusiasm Passion is expressed through delivery-non- verbals Optimism/ Pessimism show through emotional leakage are contagious

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Passionate The facts, just give me the facts -Sergeant Joe Friday Most decisions are made at the gut level

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Effectiveness of Communication

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Posture Podium hugger T-Rex Spider on the mirror Sisters of mercy Fire starter Ring leader/pen clicker Hand washer Lice???

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Posture Positions and Messages They Send Fig Leaf-timid, pensive Shelf position Hands in Pockets-nonchalant, over-confident Parade Rest-sheepish, hiding something Hands on Hips- challenging, defiant, overbearing Arms Crossed-closed off, restrained

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Practice Dont depend on talent and experience Early and Often Out loud with the exact words you will use with an audience Practice timing, voice control and gestures Use real emotion and passion when practicing

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Engaging Getting and Keeping People Connected

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Nonverbal Communication Kinesics Affect Displays-gestures and movements that reveal emotion Adaptors-unintentional behaviors that are a response to boredom or stress

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Engaging Getting and Keeping People Connected

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Eye Contact Use to engage and check for engagement Can show personal engagement Share eye contact with many dont focus in on one Nonverbal Communication Oculesics

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Nonverbal Communication-Vocalics Loudness Duration Quality Speed Articulation Pronunciation Pitch Accent Silence

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Nonverbal Communication-Vocalics Oral cues beyond the words Insecurity Confidence Arrogance Humor Sarcasm Passion/enthusiasm Fear

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Nonverbal Communication-Vocalics Monitor your speech for over use of vocal segregates

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Tired Overused Expressions At the end of the day To be honest To be perfectly honest In all reality Essentially Right, wrong or otherwise Like I said before In conclusion (to summarize)

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Overused and Abused Superlatives Super Fantastic Tremendous Awesome Hot Exciting Outstanding Extremely

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Causes of Disengagement Data Dump-overuse of data and numbers Alphabet soup-PTA,SCR,DPR,PGA,SRS,SMS,SOB Features not Benefits About You Not about Me Generic not Customized Too Technical Too Simplistic Not Relevant

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Engagement Tips Eye Contact Questions Local flavor WIIFY Vary tone, speed, timing, volume of voice Graphics Humor

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PowerPoint Poisoning

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Visual Aids-Bad Example Slide Dont give people a reading assignment or an eye test during your presentation nor do they want to listen to you read something for what sounds like the first time you have seen it too. A presentation is not a document and it should not just be notes for you to remember what you are supposed to say. It is meant to enhance, clarify, help explain, or reinforce your key points. Or to keep the audience engaged using more than just their auditory senses. It should help the audience retain the information. Dont Overuse color, animations, fancy fonts, script fonts, BOLDING DONT OVERUSE BELLS WHISTLES

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Visual Aids Use bullets not full sentences Use pictures 7X7 rule Font large enough to read KISS Use to reengage Customize to audience

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Top 50 in Breed for Udder Composite Source: Holstein Association USA Sire Summary January 2010; From Section 2 with at least 75% Reliability for PTA Type.

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Top 50 in Breed for Feet and Leg Composite Source: Holstein Association USA Sire Summary January 2010; From Section 2 with at least 75% Reliability for PTA Type.

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Top 50 in Breed for Milk Source: Holstein Association USA Sire Summary January 2010; From Section 2 with at least 75% Reliability for PTA Type.

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Select for Production and Type Specialists Active A.I. Sires That Are +1.0 PTA Type +1000 PTA Milk January 2010 Sire Summary

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Select for Production Active A.I. Sires That Are +1000 PTA Milk January 2010 Sire Summary

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Select for Type Active A.I. Sires That Are +1.0 PTA Type January 2010 Sire Summary

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Select for Calving Ease, Net Merit and Type Active A.I. Sires That Are 7% on Difficult Births +1.5 Type +400 NM$ January 2010 Sire Summary

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Target A Few Main Selling Points That Have Relevance to that Prospect

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Dont Dump the Whole Load

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Protect Egos Your Ego The Customers Ego EGO

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Managing Sales Resistance

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Today's Customers Are Tough!

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PRICE TITANI C

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PRICE TITANI C LOYALTY CONFIDENCE KNOWLEDGE TRUST VALUE

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Steps For Managing Sales Resistance 1. Anticipate the objection 2. Listen to the objection 3. Restate the objection 4. Isolate the objection 5. Answer the objection

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Select Sires Six Step Professional Selling System 1. Approach 2. Interview/Needs Analysis/Awareness 3. Demonstration and Validation 4. Managing Sales Resistance 5. Asking for the Sale 6. Customer Service after the Sale

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Closing: Asking for the Sale When all of the other steps have been completed correctly, closing is simply coming to a natural conclusion to the sale and asking for the business.

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Select Sires Six Step Professional Selling System 1. Approach 2. Interview/Needs Analysis/Awareness 3. Demonstration and Validation 4. Managing Sales Resistance 5. Asking for the Sale 6. Customer Service after the Sale