Author Description

If you have been in Industrial sales for any length of time, you are aware that industrial work is a highly technical and skilled profession. Even the most basic commoditized programs must meet very specific requirements in terms of job materials, engineering specs, outcome quality, and on the job safety. If you think the job is technical then you’ll agree the clients are very technical, either in terms of execution of their specialties and technicalities as well as documentation of required specs. The high level of competency doesn’t stop with the client. Almost every aspect of the supplier’s business is driven by meeting the technical aspects of meeting clients’ needs. Everything from engineering, equipment readiness, safety, operations, planning and even finance has a series of processes. What about sales? Most suppliers don’t have a sales process so they either push very technical people into sales or they hire good people skills salespeople who are not technical; this means a long ramp up period if there are selling or technical details involved.<br/><br/>The Reality - Sales just like every other aspect of a supplier’s business is or must be a process. Your company likely even has one that works but it’s not teachable, it’s not scalable and it’s not repeatable. This is where Don Cooper and his book The Industrial Sales Solution can be of help. Don’s book is designed to give all readers a high-level idea of the concepts involved in the author's selling system. Each chapter of this book can be a tool for learning and you can dive deep into them, one at a time. The Difference Circle™, The Expert Extractor™, The Prospecting Process, as well as, The SOS Sales Planare tools that can help companies, uncover their unique sales process they have already, hidden and undocumented within their own business. If you are ready to get a scalable and repeatable sales process in place to bring you more clients and increased profitability, your first step is to read this book tod