Leading salespeople understand the importance of building and maintaining excellent customer relationships–but how do you keep the sale when your manufacturing procurement contact has retired or moved onto another company? To keep your customer, you will need to pay close attention to who they are, then tailor your communication style or your messages to cultivate the new customer relationship. Here are a few tactics that will help you keep the sale.
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By considering our customers’ unique sales journey and buying styles, we can tailor our messages and sales approach, and increase our sales effectiveness.
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It is no secret that recently the manufacturing industry has been changing. The natural rise of technology and evolution of the economy has resulted in a shift in the manufacturing industry: foreign trade is at historically low levels and changing governments have caused concern to the future of the manufacturing industry.
April presented the largest rise in manufacturing production since 2014, and the Wall Street Journal recently published an article about this solid increase in output in manufacturing.
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I used to think that great deals started with a great product and closed with a Jedi salesperson that could mystically anticipate every customer objection and demonstrate product superiority in terms of benefits, features, and price. I realized that if I maintained this outlook, the customer starts to feel like the enemy. As I watched sales cycle after sales cycle, my perspective changed.