Manufacturing & Distribution
Are you struggling to maintain market position and remain profitable due to globalization, labor shortages, issues with automation and technology, shipping and inventory management, sustainability concerns, ineffective data, and information strategies?
Then you need customized sales training that will equip your sales team with the selling skills to master your ongoing problems and solutions. That includes figuring out how to beat the competition, reduce risk, get customers to embrace change, and how to close the deal.
Understanding what was broken within the team helped acclerate our growth 3x in 30 days.
Greg, District VP, Graybar Electric
Challenges You Are Facing
If you’re struggling with product commoditization leading to price pressures and cost issues, sales training will help you improve your value proposition. It will provide your sales team with the skills to ask customers smart, eye‑opening, discovery questions. By uncovering hidden issues and gaining pertinent knowledge and information, they will be equipped to design solutions that help differentiate your product or service. They will ask the best questions to focus customers on value rather than pricing and cost concerns.
With the pain point of remaining competitive in the global market, you need to unseat the entrenched competitor. Vying for new business opportunities is an important focus for your business and traditional selling techniques are working against your sales team. Plus, studies show that customers are so change‑resistant, benefits often have to triple‑outweigh their reluctance to make changes. Sales training will help sales teams develop the techniques needed to take away accounts from the competition.
With the Baby Boomer generation entering retirement, your industry is facing a looming labor shortage. Sales training will get your sales teams to utilize retargeting techniques and new prospecting methods to significantly improve the quality of sales leads and increase closing rates.
With the Baby Boomer generation entering retirement, your industry is facing a looming labor shortage. Sales training will get your sales teams to utilize retargeting techniques and new prospecting methods to significantly improve the quality of sales leads and increase closing rates:
- Develop more effective and intuitive sales planning techniques and methods to research new, younger (more tech-savvy) prospects.
- Establish better sales opening skills to build rapport and improve communication with prospects who are comfortable with technology and innovation (like automation, AI and IoT, devices, and machines).
- Re-invigorate and re‑target existing customers. Motivate existing clients by following up with champions in key accounts, then expand the circle of influence to newer contacts within that account by investigating and presenting new ideas and revelations.
- Learn about utilizing CRM and ERP technologies to support and improve client relationships, boost customer loyalty, plus establish commitment and trust.
Experience Your Sales Team Transformeation
With an effective sales training program, you can choose distributors to manage inventory levels in a cost-effective and revenue-driving manner. The training will help your sales team qualify distributor partners who are up-to-date with current inventory technologies and passionate about and plan for the future. The 3-step questioning technique known as GAP (Goals, Actions and Problems) would be a great way to achieve that. Some typical questions would be:
- Goals – Tell me, where do you see yourself and your business 3 years from now?
- Actions – What technology will you need to achieve your goals?
- Problems – What roadblocks might get in your way? How will you handle them?
Industrial Sales Experience
We’ve worked with both global and regional companies to help them improve sales performance.
We speak your language and teach your sales team how to achieve the greatest success in sales by bringing their valuable advice to buyers.
