Learn about the role of urgent need in a complex sale, and why identifying it and meeting it is key to building long-term relationships in manufacturing.
- Manufacturing sales used to be about nothing more…than having a great product…and finding the right customer to buy it.…Today, customers are a little more complicated.…They have multiple, and at times,…conflicting wants and needs.…Plus, they can be skeptical…and even hesitant to share information.…So to sell into manufacturing today,…you've got to build trust.…And to build trust,…you need to start by addressing their urgent need.…Urgent need is what is most important…and top of mind to your customers.…
What do you think is on your manufacturing customer's mind…when you walk into their company?…Buying your product or services?…Stopping everything they are doing to meet with you?…Not likely, right?…No.…They're thinking about the day-to-day…operations of their company.…Maybe they're down in productivity,…or a senior team member just quit.…Maybe they're right in the middle of an expansion,…or a new competitor just entered their market.…Whatever it is that is on their mind,…you need to be listening to it.…You need to identify it,…
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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