From the course: Selling into Industries: Manufacturing
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Understanding why manufacturing is a complex sale
From the course: Selling into Industries: Manufacturing
Understanding why manufacturing is a complex sale
- 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…
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