keywords

sales, manufacturing, customer relationships, buyer behavior, sales objections, mentorship, automation, machine tools, sales strategies, industry trends

summary

In this episode of Rapid Fire Manufacturing, Tony Ganser shares his extensive experience in sales within the machine tool industry. He discusses the importance of building strong relationships with customers, understanding their needs, and the evolution of buyer behavior over the years. Ganser emphasizes the significance of trust in business and offers valuable advice for new sales professionals, including the necessity of self-motivation and continuous learning.

takeaways

Sales requires patience, consistency, and reliability.

Understanding customer goals is crucial for providing value.

Building relationships takes time and effort.

Mentorship can significantly ease the learning curve in sales.

Trust is essential for successful sales relationships.

Buyers are now more willing to invest in quality equipment.

Sales objections often stem from misunderstandings about automation.

Persistence and self-motivation are key traits for sales success.

Sales professionals must be knowledgeable about their products.

Effective communication is vital to maintain customer interest.

titles

Mastering Sales in Manufacturing

Building Trust in Business Relationships

Sound Bites

"It's a coaching process. It just takes time."

"Business is all about trust."

"I should have been doing this 10 years ago."

Chapters

00:00

Introduction to Sales and Machine Tools

02:36

Building Customer Relationships

05:17

Adapting to Buyer Behavior Changes

07:50

Overcoming Sales Objections

10:32

Advice for New Sales Professionals