Sales_Be_Won_Kenobi

Sales Manager

Salesmen vs Buyers a story as old as time...or at least Sales

In my Industry Manufacturing (CNC Machined Parts) There is a ton of issues between salesmen and buyers. I am wondering how this flows in other industries and stories from those industries of either horror, breakthrough, problems you are still having, success, etc...

Ill go first. My biggest complaint/issue with buyers in my industry is the lack of understanding of how to read prints in manufacturing. This is a root issue of being in the sales position because the people who hold the keys to the purchase orders are illiterate (sometimes) in understanding how a part is made and what type of machine its made on. Does anyone in these kind of relationships have similar issues?

Thoughts on the above question

Attached poll

I never have these issues I always have these issues I sometimes have these issues shut up, stop complaining, and ABC Bribe Them

*Voting in this poll no longer yields commission.

🏰 War Stories

👑 Sales Strategy

🤝 Networking

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5 comments

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CuriousFox

WR Officer

8

🦊

When this occurs, it's ny job to explain the entire picture, as I spin it to my direction of course. My goal is to have clear next steps, not to be ghosted. 😉

TheNegotiator

Arsonist

4

VP of Sales

This. Exactly this. I voted stop complaining.

If you’re having this exact problem, it’s clear your sales process is broken. Based on what you do, there is a clear missed opportunity in terms of improving the efficiency of your team, AND solving the problem.

If the customer usually can’t read prints, how much effort is it to ask your reps on a video call to say something along the lines of:

”ok great, so it sounds like we do have the product you’re looking for, with the necessary specifications. I’d like to make sure we’re aligned on sizing/dimensions, so what we deliver is exactly what you’re expecting…

[before the customer has a chance to respond, just share your screen]

so, to briefly move through this CAD file, as you can the length of this part is X, the width at the widest point that will fit between this and that on your machine is Y, weight and material density is ABC… does this all look like exactly what you need/were expecting?”

Now, I’ll admit I’m making a lot of assumptions about how you guys run the sales process, but there’s a very clear path between walking through/explaining every little detail, to confirming the customer understands AND agrees (and also can’t hold you responsible or blame you later on) - and then you transition into the close/taking the order.

Voila… more deals, smoother process, and most importantly, you place the onus on the customer not to be a dumbass

LordOfWar

Tycoon

0

Blow it up

Both of these are awesome answers.

I often get my engineering team or designers on a call with the customer, not only are they smarter than me, but they come off as more honest since they are not in sales. It helps address any concerns, clear up any confusion, and it gets MY team onside with me and invested for when we actually have to deliver.

The key is managing the info they share and making them feel it is worth their time. Customers love feeling pampered, so the more the better...to a point.

E_Money

Big Shot

2

💰

🐬🐬🐬

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Why does procurement need to understand those specific things? If they do, then part of the process will be for you to explain it, but in ways they can understand in order to secure the business. Sales is being able to speak the language of the various personas at the company who can bring you the deal, so this is common.

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