OEM and Industrial Sales Training

Selling to an OEM and Industrial Sales Company is Different

If you’re managing industrial or OEM sales, chances are you’re facing some of these unique sales challenges:

• Your team isn’t selling to the end user, which means getting your equipment specified or recommend as a “default choice” is often more important than marketing to an end user.

• Decision-making for your B2B equipment is breathtakingly short and decidedly unscientific for a capital investment.  Often, a new one is be bought when the old one breaks, and the decision is frequently made on the basis of 3rd-hand advice, immediate availability and/or price rather than quality, performance, or fit.

• These factors commoditize your industry, pressuring your prices even while your distributors live and die by margin.

If any of those situations sound familiar we can help.   In fact we’ve already had astonishing results with over 170 clients in this category!

“Your sales training course is the best I have ever seen!  There are few sales training courses that offer as good a ‘Take Away’ for the novice and the seasoned salesperson like IMPACT sales training. The courses provide an excellent view of selling as a process.  The simple IMPACT step-by-step procedure is easy to remember, making it easy to use.  IMPACT has shown me and many others how to get the best customer audience quickly and for the long haul.” Frank A. Bio Marketing Manager Truck and Vocational Marketing Volvo Trucks North America, Inc. ”

 

Make your brand the default brand

Providing street-smart sales training to your distributors’ salesmen can create an emotionally and professionally reciprocal relationship that gives you the edge in getting your brand defaulted into larger sales and specs.

But this only works if the distributors find the training useful.

The Brooks Group excels at this for 4 reasons:

• Our courses are 100% delivered by full-time sales professionals – people who still have to close sales on a daily basis – we deliver far higher credibility than sales training firms that rely on academic “trainers.”

Learn more about our other trainers: Richard Dickerson Steve McCreedy Kevin Reinert Tony Smith

• Our sales training delivers 80% practical how-to techniques and 20% game-plan / big picture strategy.  Most other training offers 95% theory along with a few re-hashed tips.  Sales professionals can go back and actually DO the stuff we teach – and sales managers can track it.

• The Brooks Group Teaches Pull-prospecting to eliminate the frustration that industrial sales pros often experience in hearing about a big opportunity after the deal has already been closed.  Pull Prospecting enables sales pros to position themselves for the sale BEFORE the actual need hits the client.  Waiting for the precipitating event is just stupid in a game when the ultimate decision might be made in a matter minutes or hours. 

• The Brooks Group specializes in teaching sales people how to sell at higher margins without relying on a spec-driven sale.  Too often sales people rely on logic to make the case for their higher-quality products and services.  And too often they end up cutting their margins to the bone to try to salvage the sale. Want-based sales techniques and proper price presentation helps close high margin sales in situations where the spec sheet fails to motivate prospects.  This helps your franchisees make their margin (and the sales professionals make their commission) and helps you move volume. 

"Our proposal included a price 20% higher than the competitive product.  The Plant Manager was unhappy with our quote.  Utilizing the skill we learned at IMPACT training we continued to value sell at all levels of our organization (he called all the way to President/CEO).  We are now supplying this business (at the 20% higher price) valued in excess of $1,000,000 annually. The President/CEO of our organization was a supporter of our Brooks/IMPACT initiative.  After witnessing this success first hand and feeling the power of controlling the negotiation, he is now a disciple.” Mike Merkel V.P. Commercial Products Red Spot Paint

 

At the end of the day, you simply won’t reach your sales goals unless your distributors and franchisees do.  And they certainly won’t do that unless their sales professionals reach their goals.  That’s where it all happens, that’s the leverage point.

When’s the last time you tapped into that leverage to achieve extraordinary results?

Fill out the form below or call us directly at 1-866-610-7262.