Learn about the needed results and outcomes in the manufacturing industry, and how to use those needs to present sales solutions.
- 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 you need to keep top…of mind if you're gonna sell outcomes versus product.…
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: Selling outcomes not products