Increasing international competition and constant efforts to reduce costs in the manufacturing and industrial sectors mean that sellers have to be at the top of their game. Customers can use technology to access vast amounts of information even before the seller has the opportunity to engage with them.
Having this data to hand heightens customer expectations for the sales meeting. Turnkey Solutions Ltd’s sales training for the manufacturing and industrial sectors helps sales teams overcome this potential obstacle by combining more resources.
With more companies entering into the manufacturing and industrial sectors, many of which commoditise goods and are focused on price-only. This method increases the difficulty for established companies to growth their businesses by acquisition, so realistically, growth can only come from increasing sales over the longer term. As a result, successful companies are refocusing their efforts on improving their sales approach.
Making a sale in this climate in the manufacturing and industrial sectors means teaching sales teams new skill sets that go over and above merely communicating the cost of the goods. Customers may come prepared, having already researched what they feel is the correct solution to address their needs, leaving the seller with the challenge of overcoming preconceived ideas. This leaves the seller finding themselves entering the sales process after an opinion has already been formed. Additionally, diverse sales techniques, disjointed resources, and isolated sales teams further muddy the waters.
How should sellers respond? Increase influence by combining more resources.
Many companies in the manufacturing and industrial sectors expand their businesses through strategic purchases of other companies. Successfully integrating these formerly individual parts into a cohesive unit demands new skills.
Different sales teams may have conflicting methods of presenting their goods for sale. This difference can lead to contradictory messaging. Turnkey Solutions Ltd’s sales training for the manufacturing and industrial sectors focuses on a consistent approach to successfully portray a solution to the customer.
Standardised methods must be developed around discernible results. Without quantifiable outcomes, new initiatives never become anything more than a good idea. At Turnkey Solutions Ltd, our sales training for the manufacturing and industrial sectors has resulted in significant improvements.
Many of our trainees find out that they already have what is needed to make the sale, and only need to bring their resources together to make the process more consistent.
Training sellers to fully use all of their available resources begins with identifying the critical selling behaviours particular to their sector. Following this, we demonstrate to sellers how they can improve their customer-focused selling skills, which in turn transforms their selling performance over the long run. To conclude, we quantify the results by using lead indicators and revenue measurements.
We bring teams together by focusing different skill sets on a collective purpose.
