From the course: Selling into Industries: Manufacturing
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Why manufacturing is more of a buying process than a selling process
From the course: Selling into Industries: Manufacturing
Why manufacturing is more of a buying process than a selling process
- The traditional role of a sales professional has changed. Change from that of a rainmaker, someone whose reputation is built on how much new business they could bring a company, to that of a consultant. Someone whose reputation is built on the value they add. It has become a buying process, rather than a selling process. Your job as a sales professional in today's marketplace is less about pushing your customer to make a decision, and more about helping them solve problems, or take advantage of opportunities. As a manufacturing sales professional, you have to understand more about what it takes to get a customer to buy, what motivates them to make a purchase. Well there can be several reasons that customers are motivated to buy. It really boils down to these top four. Save time. One of the biggest challenges in manufacturing is time. There is never enough of it. Whether you are working on the floor and trying to increase production, or whether you're in a leadership role and just…
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