3 Tips for Building Factory Automation Sales

3 Tips for Building Factory Automation Sales

Factory automation continues to be a rapidly growing industry. Staying ahead in sales requires strategic thinking and a deep understanding of the market.

Here are three (3) essential tips and certain considerations to help you build your factory automation sales:

Tip 1. Ensure you are approaching every person and each opportunity with the mindset of a problem solver.

People want to work with individuals they perceive are knowledgeable and able to help them solve problems. At a minimum, be thoroughly educated about your product and conversant about how best to use in suitable applications for maximum benefit.

Tip 2. Being on the plant floor as often as possible is a key to your success.

Perform a visual assessment of current automation methods, the brands of equipment being used in production and their condition, the quality of machines making the parts that will be processed in or to your proposed machine and how the process is currently performed that your equipment will be expected to replicate at probably a higher OEE.

• • While on the floor ask lots of relevant questions to gain knowledge. Questions that seek knowledge and understanding will win the confidence of your customers.
  • When possible, demonstrate your knowledge of your product, process or solution. Learn what problems your product can solve.

Tip 3. Always be closing even early in the process.

End users are almost always more at ease and think it OK to answer ‘discovery’ type questions at the beginning of a project and less so as the project progresses to the selection or decision point.

• • How does your company make a purchase decision?
  • What factors are considered in the supplier selection process
  • How does your company qualify a new source?
  • Does your company have a formal specification and is your competition listed as a qualified supplier?
  • Don’t forget that key performance factors for certain processes will be described in the specification too. Further, understand if there is an opportunity to improve on any of the performance factors as a means for creating value which is always a positive differentiator.

ADDITIONAL CONSIDERATIONS:

• The Engineered Solution Sales Process is widely considered to be both an Artform and a Science.
• Understanding and applying all factors that contribute to an effective factory automation sales process will help you win more sales and strengthen your skill at predicting sales outcomes. (Forecasting)
• Understanding customer needs, leveraging technology, developing a strong sales team, fostering customer relationships, and utilizing digital marketing strategies will position you for success in this competitive industry.
• High performers understand the importance of delivering value with every opportunity to be in front of end users. They also understand you need to be mindful of the importance of time. Be on time in everything and do not over commit in anything.
• Don’t leave your meeting without establishing the next appointment for a product demonstration or group presentation.
• Continued engagement will expand your influence, build your internal network of contacts and help you more accurately assess the account for future opportunities.

By implementing these three tips and aligning with the outlined considerationsu you can effectively build and enhance your factory automation sales.

There is much more to this subject. Stay tuned for future articles expanded on the factory automation sales process.

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We invite you to reach out to discuss your personal practices, successes and challenges.

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