Learn how to get out of the price war and sell to the risk and value. Gain a keen understanding of what manufacturing customers will pay for and how to positions your solution.
- No matter how amazing, fantastic,…or unique you believe your manufacturing products…and services are,…to your average customer they've become a commodity,…something they believe they can buy anywhere,…anytime, and from anybody.…For the most part, that's true.…There is really nothing…that you sell that your competitors can't sell,…don't sell, or won't sell.…Global competition and constant advancements…in technology have made the products and services you offer…available to your customers from anywhere,…and with a simple click of a mouse.…
The lifecycle of products is much shorter now,…and competing on products and price…is almost always a losing battle.…If your product is successful,…your competitors will soon offer it too.…By cutting a labor cost or tightening up on materials,…one of those competitors will surely offer…a lower price than you.…So how do you compete in a world…where manufacturing products and services…have become a commodity?…While your products and services…may not be your competitive advantage,…
Released
9/5/2018- Defining manufacturing issues and players
- Using research and data to strategize the sale
- Positioning your sale as customer-focused
- Selling to multiple types of manufacturers
- Identifying and addressing urgent needs in complex sales
- Using storytelling and case studies
- Closing the deal
- Growing accounts into relationships
- Following up strategically
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Video: De-commoditizing your manufacturing products