AGRICULTURE FINANCE INDUSTRY
IMPROVEMENT IN CRITICAL SALES SKILL #4: PRESENTATION SKILLS
PRESENTATION SKILLS are best when Company/Product capabilities are presented as solution to a need that the salesperson and the customer had previously agreed upon. When Company/Product capabilities are presented by first restating the Customer’s need and then explaining the capability and benefits of the capability, the customer will perceive what you are presenting as a solution to their needs. Great presenters follow each solution presentation with a question that helps them understand if their solution is hitting the mark. This question pulls the customer into the conversation.
REMARKABLE FINDINGS ABOUT PRESENTATION SKILLS IN THE AGRICULTURE FINANCE INDUSTRY
- The Agriculture Finance Industry had higher pre-training scores than the Universe in Knowledge of Presentation Skills. The Universe improved more than the Industry in Knowledge of this skill.
- The 90% skill gain in the Application of Presentation Skills showed a tremendous potential for improvement in the use of this critical skill.
The Ag Finance Industry started with selling skills that were generally higher than the Universe. It appeared that Ag Finance salespeople were receiving some level of sales skills training prior to this training initiative. Pre-sales training scores were higher in all skills with the exception of Gaining Commitment.