From the course: Selling into Industries: Manufacturing
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Selling outcomes not products
From the course: Selling into Industries: Manufacturing
Selling outcomes not products
- Suppose you owned an airline, and you needed to order an engine. What would you really be looking to buy? A piece of machinery, or a powerful, safe, and reliable way to deliver your customers to their destination? A safe way to transfer your customers, right? That's the outcome, the result the plane provides. And just like you would be looking for the outcome, so will your manufacturing customers. In today's manufacturing world, customers want real value that can increase their efficiency. To succeed as a manufacturing sales rep, you need to learn to sell the outcomes, the value the product will offer over the product itself. Selling outcomes versus products is more of a marathon than a sprint. As a sales professional, it takes more time and effort to sell outcomes, but it produces a better experience and result for both you and your customer. Customers understand the true value they're getting. And as a sales professional, you gain a truly satisfied customer. Here are a few things…
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