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Ljubljana, 14.10.2015 Mojca Cuderman
BASICS of PANTHEON Farming
SALES
Our challenges
• PANTHEON Farming is an excellent advanced software solution that the farmer doesn’t know yet that they he needs it.
• The farmer hates computers and loves his cows, his wine and his orchards.• He doesn‘t have time to listen to us.
• Find his PAIN ask open questions & listen.• Make the pain STRONGER define the PROBLEM (increase danger of not
dealing with the pain, make comparisons).• Present him a SOLUTION to his pain how PANTHEON Farming solves
these issues VALUE PROPOSITION.
PANTHEON Farming VALUE PROPOSITION
• Optimization of inputs: fertilizer, seeds, fuel• Maximization of outputs: Increase of yields,
Traceable / organic = more expensive• Increase of asset utilization: machinery,
animals, field usage• Fact-based decision making: Replacements,
investments, changes, labor• Reduction of administrative work• Reduction of theft (fuel, fertilizer, seed, machine usage)• Integrated solution for all stakeholders (farmer, consultant, veterinarian, accountant)• Environment – green values: proof of purity, food tractability including substances used
Source: Torsti P.
ORGANIC FARM
1. Reporting & Inspection ORGANIC
2. Traceability
3. Cost control
• Farming data recording• Automatic record creation: material and
financial flow DAILY TASKS, CYCLES
• From the seed (INVOICES REC., STOCK) via field (CYCLES, FERT. PLAN) to the table (INOVICES ISS., STOCK)
COST PRICE CONTROLLING: COST CENTERS/ ANALYSES
PAIN SOLUTION
MILKING FARM SELLING CHEES&YOGURT
1. Costs of individual cows
2. Low quality and/or low milk production
3. Cheese and yogurt production
4. Each Key customer has own pricelist, which is most profitable
CATTLE RECORD: milk, health, reproduction
Controlling: COST CENTER ANALYSIS (a cow), FIXED ASSETS
CATTLE RECORD/MILK PRODUCTION DASHBOARD/QUICK OVERVIEW Key
Indicators for cattle
• SE license needed MANUFACTURING/ WORK ORDERS,
NORM ATTAINMENT, etc.
SUBJECT/BUYER/PRICELIST DASHBOARD SALES/INVOICES ISSUED REPORT
PAIN SOLUTION
FARM WITH ACCOUNTING (OWN/OS)
1. Farmer doesn‘t want to do paper work & archiving
2. Farmer has no information about cash flow/outstanding payments unless the accountant prepares reports
3. High costs of accounting service
4. Accountant uses other software solution (not PANTHEON)
• Accountant does all entering of financial & material data
• Hosting allows task delegation as he whishes GOODS/ISSUE or RECEIVING – in SE and FA!
• When the accountant is posting invoices (issued and received), the farmer can still see reports from his
view. FINANCIALS/Outstanding Payments and
Payables and receivables – in FA and SE!
• PA allows automatic creation & posting of documents
SE: SALES/DOCUMENT/POSTS: item type
• NO PROBLEM! – Integration, txt files, Excel tables in PA structure– Hosting in a second phase
PAIN SOLUTION
Resistance & Objections handling
Sales Process
Prospecting Understand needs & pains Presentation Closing
• Acknowledge• Build positive
rapport• Positive
greeting• First
impressions • Connect
• Qualify needs• Listen• Ask question• Consultation• Understan-
ding• Finding facts• Ask questions
Source: http://www.performanceinpeople.co.uk
• Explanation• Show• Describe• Match needs• Meet needs• Help
customer• Summarize• Satisfy needs• Advise • Deliver
• Ask for the order
• Gain agreement
• Invite purchase
• Commitment• Consolidate• Close
TIPS FOR GOOD SELLING
• Slip into the farmer’s shoes!• The farmer's perception of you rises in direct proportion to how much you know
about him and his situation.• „What's in it for me?“• Customers buy for their reasons, not yours.• The quality of the answers you get is in direct relation to the quality of your
questions. • "I keep six honest serving men. Then taught me all I knew. Their names are What,
Why, and When, and How, and Where and Who." Rudyard Kipling • "If you think you can or you can't, you're always right." Henry Ford• How many people have you made smile today? Do it at least one more time. • Success comes before work only in the dictionary. • Emotional words that sell include "guarantee," "easy," "worry free," "saves," and,
"helps you to . . .".
SELF MOTIVATION & SELF IMPROVEMENTS
If you must doubt anything, doubt your limitations.Just DO it! And do it now!Knowledge isn't power; the application of that knowledge is power.Success comes before work only in the dictionary.Your imagined, self-imposed limits are always closer than any real ones.What would you try or do if you knew you could not fail? Get a picture in your mind. Then go for it! If you haven't done it yet, it's simply a false limitation.If you must doubt anything, doubt your limitations.Remind yourself that you are an important person. You have something of value that will make the lives better of the people you call.
HOMEWORK
• What would you need to do to increase your sales to one deal per week?– Brainstorm a list of 10-20 possibilities. – Notice that you're thinking in terms of what you could do,
not what you couldn't. – Pick out a few of those ideas and work on them!
