Selling Equipment Vs Turn Key
Luca 卢卡 Bucchianica
Life Science Global Stream Leader - Process Equipment & Technology Providers (CQV Automation & Engineering) | AI/IA/Machine Learning Passionated | ??4 Years ??? ?????????????????? | ??????????????????? ?????.
Different machine -> Different Suppliers -> Different Items -> Different clients with different targets.
You may be able to supply some Key Process Machine or maybe the Utilities ones like water systems or chemical supply.
It doesn't matter.
If you are selling a machine or a component I have a question to you:
How can you sell it to your client if you don't have a clue what he really needs as overall picture?
Since I am Italian I love to talk about FOOD and so let me explain to you:
If you for example are selling Pizza Mozzarella to Italian Restaurants Chefs how are you able to sell it if you don’t have a clear picture how Mozzarella is perfectly fitting in Pizza pasta, tomatoes.
Basically you need to know his specific recipe and target so only like this you might know what really this Chef needs.
I know now you are hungry ;)
Back to #salesengineering!
If you are selling an equipment in any manufacturing sector (like #Pharma, #Food, #Beverage, #Dairy or #Chemical) how you will be able to provide the right solution if you don’t know anything about the complete integrated systems?
We do know that Manufacturers needs a complete line and you might be able to provide only few items or maybe just 1!
But you can’t focus ONLY on your technical solution!You need to have a CLEAR
You need to have a CLEAR PICTURE about the OVERALL solution which client is looking for.
I can tell you that this is the first step to put you in the Vendor List which is absolutely your first target.
If you would like to have more discussion with me feel free to contact me at [email protected].
I will be glad to share more to you if this help for a better SALES results!
Homogenisation ? Emulsification ? Dispensing ? Dissolving ? Size reduction by high-shear mixing | Spray drying and Spray cooling | Food & Dairy
4 年Agree. To narrow focus will lose you the deal. The general failure of many sales engineers. Knowing you well i can say you look out for alternative and broad solutions. I'm currently discussing a design change with a client and he will save both investment and operational cost. Amazing what application and product understanding can contribute with.