Overview
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Learn skills and strategies that can help you clearly communicate your value—and close more deals—when selling to manufacturing buyers.
Syllabus
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Introduction
- Selling into manufacturing
- Defining manufacturing issues and players
- Understanding why manufacturing is a complex sale
- Using research and data to strategize the manufacturing sale
- Positioning your sale as customer-focused
- Selling to multiple types of manufacturers
- Developing the right line of questioning
- Using sales enablement tools
- Selling outcomes not products
- Why manufacturing is more of a buying process than a selling process
- Identifying and addressing urgent need
- Using stories and case studies
- What not to do when selling into manufacturing
- Offering the right plan
- De-commoditizing your manufacturing products
- Growing accounts into relationships
- Embracing the mini-close
- The power of references and industry credibility
- Following up strategically
- Next steps
