• Selling in Manufacturing and Logistics

  • The Twelve Key Strategies for Managers and Salespeople
  • By: Mike Jones, Ken Guest
  • Narrated by: Sean Pratt
  • Length: 4 hrs and 49 mins
  • 4.5 out of 5 stars (41 ratings)

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Publisher's Summary

Two "blue-collar bulldogs" with a combined half-century of experience share a proven 12-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 tells 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 12-point system for sales success within these mature vertical sectors of the economy. Jones and Guest's 12 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 12 "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.

©2017 Sandler Systems, Inc. (P)2018 Gildan Media

What listeners say about Selling in Manufacturing and Logistics

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Great for manufacturers

the book contains a lot of good tips for people wanting to learn/ get into manufacturing domain.

1 person found this helpful

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Not a book about selling in manufacturing and logistics

This is a Sandler Selling methodology, sales 101 book. It has nothing specific about manufacturing or logistics. Very disappointing and waste of time and money.

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Awesome!

Worth every penny! A true Gem !
As a logistics company owner I now have more tools for my belt.

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Easy to listen too and Very true

To sum up this book, I would say that it teaches how to efficiently sell by using extreme honesty and asking hard questions that other sales people don’t ask of their clients. This book spells out the exact wording to use during specific interactions and I know in my bones that these techniques will work. This book ia for business owners or people who aspire to lead a sales team.

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best I've read

this was by far the best management book I have read of all the business books have gone through. I've probably listen to the 20 different business, management, and sales books, and this one is applicable to so much more than just sales or management. awesome book. couldn't recommend enough. and narrator did a wonderful job.