Selling into Industries: Manufacturing

Learn skills and strategies that can help you clearly communicate your value—and close more deals—when selling to manufacturing buyers.

Introduction

• Selling into manufacturing

1. Setting Yourself Up for Success

• 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

2. Tailoring Your Approach

• Selling to multiple types of manufacturers
• Developing the right line of questioning
• Using sales enablement tools
• Selling outcomes not products

3. Creating Urgency

• 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

4. Closing The Deal

• De-commoditizing your manufacturing products
• Growing accounts into relationships
• Embracing the mini-close
• The power of references and industry credibility
• Following up strategically

Conclusion

• Next steps