I have sold and worked with sales people that sell manufacturing solutions for my whole career. Here are some thoughts on what it takes to be successful - and - what I think works best with the customer:
1. Listen - find out what the customer is trying to do. Often sales people talk WAY TO TECHNICALLY, WAY TO EARLY in the process.
2. Talk with their terms - use their terms for everything. Customers don’t care that you call it a Production Order - if they call it a Work Order, you should call it a work order.
3. Demonstrate with their data - a standard demo does not work with these complex solutions. Take your customer’s data, terms, routes, parts, etc. and configure your software to demonstrate their processes.
Of course, there are many other selling tips and tricks, but these are some of the basics. Good luck selling.
