There are many industrial sales strategies that are floating out there in the marketplace. Some are old industrial sales strategies, repositioned or renamed industrial sales strategies or even new ones. When deciding an industrial sales strategy to adopt or apply to a sales cycle, it’s important to know which one to apply that will help you close the most deals. Let’s take a look at a few proven industrial sales strategies.
Strategy #1: Target Small or Even Niche Markets
Every company wants to believe that their product can be used by ‘everyone’ or ‘every company’! And that may be true, but sometimes it’s better focus on potential industrial customers that can share a common pain. Now develop a pitch deck that is tailored toward the pain. Now when you call, your effectiveness will be much better received.
Strategy #2: Use a Consultative Selling Technique
Remember, you are more than just a dial for dollars sales person, selling into your industrial market clearly says that you are a problem solver. For this, try to be as helpful as possible by getting to intimately know the customer experience. By doing so, you can build a more meaningful relationship that will allow you to sell more in the long term.
Strategy #3: The PAS Approach
This is a different approach to selling. PAS stands for Problem – Agitate – Solution. Here, you are to identify the biggest problems the customer is experiencing and position you product as this is the only thing that will fix your industrial issue. It goes something like this:
Problem: State what the problem is and what your industrial product can do to solve it
Agitate: Remind them of the risk of the problem and reiterate all of the negatives that surround it
Solution: Position your industrial product as the solution that will solve the issue.
Strategy #4: Value-Based Industrial Selling Strategy
A value-based industrial selling strategy is all about education. By using this method, you are educating them on money that is made, saved, how risk is reduced and the value received as a result. This is a great method of industrial selling if you work on large accounts, or long term deals. Research shows that 87% of high growth companies use this proven sales strategies.
Strategy #5: Upsell Your Current Industrial Customers
We all know the importance of our industrial customers. Studies show that keeping your customers is 5x cheaper than acquiring new customers. We can all agree that you have already sold them once. They have a relationship with you. So it only makes sense to go back to your customer base and try to Upsell or cross-sell your industrial products.
Now that you know the top 5 proven sales strategies, it’s time to try them out. However, they can take a lot of time and you may need some help. If so, contact Industrial SalesLeads today to learn about our Prospecting Services. It’s a great way to place qualified sales leads into the funnel for a faster return on your proven sales strategies.
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