From the course: Selling into Industries: Manufacturing
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Identifying and addressing urgent need
From the course: Selling into Industries: Manufacturing
Identifying and addressing urgent need
- 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…
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