Learn about the level of complexity of selling in manufacturing, including the layers involved in identifying and defining the real issues, and the process involved in getting to solutions.
- Today, customers don't rely on you as…a salesperson to fill an order.…It's not that sales reps are irrelevant,…it's that unless we're adding value,…customers have figured out that they can do the basics.…They can get the information they need…or actually buy the product without you.…And while this is true in every industry,…in manufacturing, this has gone on steroids.…You're dealing with customers that are tech savvy…and used to solving their own problems…and increasing their opportunities.…The last thing they need is a reactive sales rep.…
Think about this.…Since you started this course,…your future customer has already begun…the manufacturing sales process.…Right now, they're online Googling information…and ideas about products and services you sell.…They're going to an industry meeting where…a manufacturing expert is speaking…and referring to companies and sales reps,…or they're calling their peers or reading industry magazines…to try and find out cutting-edge information.…And if your name, your products, your company…
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: Understanding why manufacturing is a complex sale