Closing sales efficiently and effectively is a business crucial skill that you need to have, and supporting this process with the right tools and technology can make an enormous difference for manufacturers. In this article we look at the challenges involved in closing sales in manufacturing, how automation software can help your business, and some top tips for closing sales faster.
What are the challenges of closing sales in manufacturing?
There is already a huge level of complexity involved in sourcing leads, developing relationships, and making an approach to potential clients before you even get to the closing stage – and when you get to the point of closure, there are still many hurdles that must be overcome to succeed.
Some of the biggest challenges seen by manufacturing companies when closing sales include:
Inability to offer estimated manufacturing and delivery times as agents do not have the ability to see what products and materials are currently available.
Lack of information on variations of products.
Too much focus on issues or areas that are not relevant to specific customers.
Too little focus on issues and areas that are specific to relevant clients.
Inappropriate approach that neglects previous engagements and communication from customer.
Lack of research on customer needs and missed opportunities for up-selling and cross-selling of related products.
How can automation software help your manufacturing business close sales?
The right automation makes it easier for your sales team to focus on the tasks that need their expertise. When supported by effective automation, your business can benefit from:
Controlled workflows and assignment of tasks to the right team members.
Efficient use of time and resources to ensure daily tasks are handled.
More accessible data, which is more reliable and usable in real-time situations.
Shorter sales cycles.
Improved data-protection and coverage of legal obligations for clients in different parts of the globe.
Easier scheduling of appointments, follow-ups, and interactions.
Boosted sales and increased customer retention.
Longer customer lifecycles and overall lifetime value.
5 top tips to close sales faster
Being able to close sales fast is a great skill, but it needs to be backed with the right level of support and there may be times when you need to track long sales processes as well. You or your team need to determine what value your sales have, which ones have priority, and what is going to most beneficial for your business.
In order to balance speed with effectiveness, here are our top tips for closing sales:
Do your research on your client before you engage – Every customer is different and there is a continuing trend with customers that a level of personalisation is expected. Look through your CRM and customer records to see where they have engaged, what they have been interested in, what (if any) questions or comments they have made, and what they expect from you.
Follow up at the right time – There is a fine line between too much communication and not enough. Use your tools to set reminders, alert you for engagements, and ensure that your customers are getting the right level of interaction from you.
Ensure you have the right skills – Different clients are going to have different needs, and there will be times when one approach is going to be better than another. Ensure that you and your sales team have the right sales skills to handle every situation.
Be prepared to handle objections – Clients are not always ready to immediately close, and you need to consider ahead of time what might get in the way of this final step. Evaluate your CRM and see what your client has said or done, how they have engaged, and prepare ahead of time to meet their potential objections with data-driven advice that inspires trust, confidence, and assurance that you are the brand for them.
Know your product and variations – This can be daunting if your manufacturing business has thousands of products, but your customers expect you to know more than they do about what you are offering. Make sure you review the types of product/s the client is likely to be interested in and check what availability you have so you can give accurate information when it comes to manufacturing times and delivery estimates.
The more confident you are in your processes and actions, the more confidence your potential clients and returning customers will feel when they interact with you.
Utilising a platform like TEB Apps that freely allows you to support thousands of products, individualise Terms & Conditions (T&Cs) and ensure real-time updating with mobile support of client accounts, will give you a competitive advantage, and allow you to proceed with confidence.
How can TEB Apps help you close more sales today?
TEB Apps provides you with robust digital support, allowing you and your team to focus on bringing in more sales, develop deeper relationships with customers, and ensure that your business grows from strength to strength.
When you use TEB to support your sales process, you can benefit from:
Sales tracking that lets you know exactly where in the funnel your customers currently are, and when you last communicated with them.
Quick quote creation that covers all your business needs but is flexible enough to create personalised quotes that fully cover your client’s expectations.
Deeper understanding of your customers with a data-driven approach that identifies conversion drivers.
Improved targeting of customer demographics with opportunity management and kanban style pipelines that ensure your data is visible and viewable where it needs to be.
Personalised Terms & Conditions (T&Cs) letting you cover every eventuality and offer personalisation to your clients on a level you will not get with any other service provider.
TEB Apps is constantly evolving its hugely successful platform, so you will always be supported as your business grows. Contract our experts today and book a demo, and you can discover for yourself just how much TEB can bring to your business to improve your sales, structure, and bottom line.
