From the course: Selling into Industries: Manufacturing
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Using stories and case studies
From the course: Selling into Industries: Manufacturing
Using stories and case studies
- Selling into manufacturing is interesting and as a sales professional, I'm sure you have a great story or two to tell. Those big wins where your product or service really made a difference for your customer. Or those incredible challenges or obstacles where working together with your customers, you were truly able to make a difference for their business. So why not use those stories, those incredible experiences to help you open more doors and close more sales? The art of storytelling and using case studies in manufacturing sales is a powerful way to help your customers see the benefit and value of working with you. Storytelling and case studies are all about showcasing what your products can do in a way that gives your customers everything they need to make a decision. Logic, emotion, and proof. A case study is an up close, well-researched, and very detailed examination of a customer. For example, with manufacturing sales, a case study may outline for the reader the background on…
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