Manufacturing Sales Training - Intro

Industrial Sales Training - Introduction

Letter from the SMS Sales / Marketing Team:

This current economic downturn has established a whole new playing field. Those that are refusing to make major changes in their philosophies, business structure, culture, financial responsibilites, etc.are finding themselves in one of two positions...Either out of business, or heading there quickly.

The Sales and Marketing environment has also rapidly changed. You may find that your seasoned salespeople with well-developed "territories" or distribution channels, have hit a wall. What took years to develop has drastically changed overnight. You may be seeing an exodus of good salespeople, negativity with those that were riding a good territory but currently struggling, or even worse - your team may be assuming that this is "the way it is," and paralyzing themselves, and you, right out of business.

What's worse, is that your retailers (distribution channels) are sick. They are struggling on a daily basis, and looking to you for answers. Looking to you to provide a solution, and chances are that common "solution" is that they are looking for financial assistance. In most cases, current distributors are asking for VIP programs, rebates, additional service payments, floorplan / financing arrangements, special deals or discounts and saying that if you can't match "brand X", then they will just buy from them instead.

So why are sales-teams so commonly stuck in this downward spiral of fielding more "service calls", getting pigeon-holed into discounts or excessive rebates, forced into large-scale financing or floorplanning agreements, and the list goes on...?

Why is it so much more difficult, and time-consuming to turn a prospect into partner?

Why is our retailer base more concerned with saving some pennies, rather than making several dollars?

Why do we feel like we have exausted every avenue, and continue to blame a lack of business on economic conditions?

Why have we lost that competitive drive?

Many of these questions seem simple, and everyone has an easy and quick answer...The reality is that most of the immediate answers to these questions have nothing to do with us taking responsibility. That's perfectly understandable, as the market has been slowly deteriorating for several years. We have all been there, and we would be deceiving ourselves if we looked at it any other way...But, rest assured, you will be able to do something about it! You will be able to pull yourself drastically ahead of the competition. You will effectively be able to help your retailer move in a direction they could have never dreamed of with any other company...

I know it sounds idealistic, especially if you have been selling or managing for a long time in a particular industry. I know you are thinking that your particular industry is different...It's not, and you will see that from so many different angles in this training that it will open your eyes to new ideas you would have never considered before!

If you are willing to look inward, and are excited about looking at things from a completely different perspective, than get ready for top knotch training, and get ready to begin moving your sales and marketing strategies forward right away!

So, what areas will be covered?

We will be covering virtually everything that we can think of that may, might, or could be essential to your business! Our training will be adjusted and added to on a consistent basis. Much of our traiing will be absolutely free.

We will cover sales strategies, such as:

• Sales Introductions
• Lead Generation - Identification / Sorting / Managing
• Managing Your Prospecting and Followup Efforts
• Keeping Distribution Channels Healthy
• Closing - When and How to Close / Misconceptions and Pitfalls
• Canned Presentations vs. No Presentation vs. Other Presentations
• You Said You Want to Be a Retailer's Partner - How To Prove it
• Industry Specific - Long-term / Mid-Term / Short Term / Immediate Cycle Selling
• Other Advanced-Level Training Topics

You have probably noticed that although we will cover the basics, the above small list shows our focus to help you move into the realm of the "specialist". You can go anywhere online and find information about "listening skills", "the sales process","needs-based selling", and "asking for the deal". We understand that most of the consultants of today are just taking a concept and recycling it consistently, which means that you continue to hear the same basic selling training over and over...It doesn't truly help you move forward, so although we will cover the basics for those that need a foundation, you will be able to find training that is suitable to your skills and experience!

We will also cover multiple Marketing concepts, and combined Marketing and Sales training so that you can begin working with real-world techniques, and combine your strategies for greater success!

We certainly hope your excited about moving your sales and marketing procedures to the next level!

Kind Regards!
SMS - Marketing and Sales Training Team!

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