In SELLING IN MANUFACTURING AND LOGISTICS: The Twelve Key Strategies For Managers And Salespeople, Sandler trainers Mike Jones and Ken Guestintroduce alternative processes for salespeople and managers to follow when selling in these industries, where traditional sales methods are ineffective.

In manufacturing and logistics, it's rare that business closes in one meeting. There are proposals to prepare, research to be done to determine frequency and size of deliverables, and drawings or samples to get approved before purchase orders will be received. The book covers 12 key strategies for managers and salespeople in these specialized industries.

Sales professionals and managers are often tempted to tell prospects why their idea or product is the best, when what would serve them far better would be to uncover the prospect's emotional triggers. "People buy emotionally," say the authors. "They may justify those decisions intellectually, but they always initiate these important decisions from a position of emotional intensity."

A prospect's present pain is the most powerful driver of the buying decision, but is also the most difficult to discern because prospects may not even be conscious of it. "Learn the potential pain points for the industries you're calling on, and formulate good questions to quickly understand whether or not those are present at the people you're prospecting," say the authors.

Salespeople need to move from problem solving to problem finding. Problem finding involves getting prospective clients to recognize problems they didn't even realize they had. The book explores techniques for communicating in the most effective manner possible, such as DISC, a method of understanding the four primary behavioral styles: Dominant (D), Influencer (I), Steady Relator (S) and Compliant (C). By understanding their own style, and that of their client, salespeople will develop much deeper proficiency in uncovering emotional triggers.

By mastering the tools and techniques in SELLING IN MANUFACTURING AND LOGISTICS, salespeople and managers will enjoy spending additional and more focused time with high-quality prospects, and get the decisions they need sooner.

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