Ken is the co-author of the recent manufacturing sales book, entitled "Selling in Manufacturing and Logistics." Ken and his co-author are experienced Sandler trainers who play very important roles in the Sandler's worldwide organization. They advise organizations and individuals on how to help discover their true potential and develop innovative solutions that create sustainable change. Ken is currently head of Sandler Training Consultancy in Akron, Ohio, and he and his co-author have really focused in on selling in manufacturing and logistics.
What you'll learn about in this episode:
The systematic approach to manufacturing sales that led Ken to Sandler Training
"Selling in Manufacturing and Logistics": Ken's book with Mike Jones
The systems that most manufacturing sales people create that are really ineffective (and what can be done about that)
Why finding new customers is such an essential part of the sales process
Why sales isn't as much about relationship building as it was in the past
Prospecting the right clients and not trying to sell to everyone
The questions salespeople should ask leads to make the best proposal
Why many salespeople are afraid to ask these questions (and why they shouldn't be)
The importance of having a conversation with prospects instead of telling them what they need
How the internet has opened up what we know about prospects before talking to them
Looking for prospects that have a lot in common with your best customers
Why cold calling is not as effective as it used to be (and what methods you should use to talk to prospects)
A2ikfrom people you both know
Making sales a science and not an art by scripting out whatever possible
How to avoid the most common pitfalls sales people face
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