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LinkedIn Learning

Selling into Industries: Manufacturing

via LinkedIn Learning

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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

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

Taught by

Meridith Powell

Reviews

4.7 rating at LinkedIn Learning based on 111 ratings

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