Selling in Manufacturing and Logistics by Ken Guest audiobook

Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople

By Ken Guest  and Mike Jones
Read by Sean Pratt

Gildan Media
4.82 Hours Unabridged
Format: Digital Download (In Stock)
  • $15.99
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    ISBN: 9781469068206

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Two "blue-collar bulldogs" with a combined half-century of experience share a proven twelve-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics. Everyone is selling, all the time—but not everyone sells well, and not everyone realizes that selling is what's happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products. There are so many different departments that must come together in collaboration to ensure the successful delivery of a product—and consequently a satisfied customer—that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That's a major task! This book shows managers and salespeople what works when it comes to connecting all the dots . . . and, just as important, what doesn't work. The system it outlines works for sellers in any company that manufactures, distributes, or delivers products to end users. Selling in Manufacturing and Logistics outlines a proven twelve-point system for sales success within these mature vertical sectors of the economy. Jones and Guest's twelve key strategies for sales professionals in this dynamic field, all based on the Sandler Selling System, are as follows: 1. Understand the Players 2. Get in Front of the Right Prospects 3. Set the Plan 4. Leverage Both Digital and Voice to Voice Prospecting 5. Take Control of the Selling Day 6. Set Expectations 7. Known When to Bid . . . and When Not to Bid 8. De-Commoditize Your Offering 9. Follow Up Strategically 10. Think Beyond the "Close" 11. Grow "Accounts" into "Relationships" 12. Make Accountability a Way of Life These twelve "blue-collar bulldog" strategies will help you identify the best ways to move the sales process forward, step away from "opportunities" that won't turn into anything, and get today's technology to work for you, rather than you working hard for the technology. If you follow this program, you will have additional time, and more focused time, to spend in front of the right prospects . . . you will get decisions sooner . . . and you will close more sales. The book features a special appendix on effective strategies for the hiring and retention of drivers—a perennial "hot button" issue for leaders in these companies.

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Summary

Summary

Two "blue-collar bulldogs" with a combined half-century of experience share a proven twelve-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics.

Everyone is selling, all the time—but not everyone sells well, and not everyone realizes that selling is what's happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products.

There are so many different departments that must come together in collaboration to ensure the successful delivery of a product—and consequently a satisfied customer—that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That's a major task! This book shows managers and salespeople what works when it comes to connecting all the dots . . . and, just as important, what doesn't work. The system it outlines works for sellers in any company that manufactures, distributes, or delivers products to end users.

Selling in Manufacturing and Logistics outlines a proven twelve-point system for sales success within these mature vertical sectors of the economy. Jones and Guest's twelve key strategies for sales professionals in this dynamic field, all based on the Sandler Selling System, are as follows:

1. Understand the Players

2. Get in Front of the Right Prospects

3. Set the Plan

4. Leverage Both Digital and Voice to Voice Prospecting

5. Take Control of the Selling Day

6. Set Expectations

7. Known When to Bid . . . and When Not to Bid

8. De-Commoditize Your Offering

9. Follow Up Strategically

10. Think Beyond the "Close"

11. Grow "Accounts" into "Relationships"

12. Make Accountability a Way of Life

These twelve "blue-collar bulldog" strategies will help you identify the best ways to move the sales process forward, step away from "opportunities" that won't turn into anything, and get today's technology to work for you, rather than you working hard for the technology. If you follow this program, you will have additional time, and more focused time, to spend in front of the right prospects . . . you will get decisions sooner . . . and you will close more sales.

The book features a special appendix on effective strategies for the hiring and retention of drivers—a perennial "hot button" issue for leaders in these companies.

Reviews

Reviews

Author

Author Bio: Ken Guest

Author Bio: Ken Guest

Ken Guest developed an interest in executive coaching and sales training when he was a student of the Sandler system. He saw a dramatic improvement in his own sales, and, when running a sales force for a company, he saw equally dramatic improvement with his sales people. His favorite part of working as a trainer/coach for The Ruby Group is the satisfaction of seeing companies improve and reach their goals as a result of working with him and the Sandler Training methods. While Ken does not consider himself to be motivational, improved performance and job satisfaction tend to create the continued motivation in his clients, and he enjoys the benefit of seeing this. Ken’s enthusiasm, infectious positive attitude, and excellent communication skills have earned him a reputation that many would envy.

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Author Bio: Mike Jones

Author Bio: Mike Jones

Mike Jones developed an interest in the sales and management training business when he realized the need for people to get out of their own way in order to over-achieve. His favorite part of working as an advisor to organizations and individuals is in helping them to discover their true potential and value by eliminating their “head trash” and self-imposed limitations. This allows him to work with a variety of companies; to abolish average and instigate opportunities and develop innovative solutions for clients and create lasting, sustainable change. Michael’s strengths of real life business sense and “tell it like it is” advice have earned him a reputation that many would envy.

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Details

Details

Available Formats : Digital Download
Category: Nonfiction/Business & Economics
Runtime: 4.82
Audience: Adult
Language: English