Objectives and Hands On Approach

Description

An introductory, hands-on guide to selling and servicing in manufacturing. Covers buying centers, discovery on the plant floor, safety, value propositions, OEE and TCO, ROI building, demos and trials, service and SLAs, negotiation, objection handling, account planning, digital tools, quality and compliance, implementation, and continuous improvement. Includes kinetic activities, role plays, and templates to build a repeatable industrial sales playbook.