MANUFACTURING & INDUSTRIAL SALES TRAINING
Sell On Value And Win Bigger Contracts
Turn Price Conversations into Value Calculations
Equip your team to show buyers why paying more upfront costs them less over time.
KEEP YOUR MARGINS WHEN BUYERS PUSH ON PRICE
Give your sales team the skills to handle tough purchasing teams and show buyers what your product is worth over time
Factory trials, long approvals and big buying committees can stretch a deal out for months.
Then their procurement puts a cheaper option on the table and asks for a discount.
If your reps can’t explain why your product costs more, they’ll give away your profit to get the deal over the line.
Give Your technical Reps The Skills To Close Bigger Deals
Your reps know the product inside out. That’s what makes them credible in front of engineers and plant managers. What they need next is an approach for the commercial side of the deal: asking the questions that uncover what a problem is costing the customer, showing the payback in terms finance understands, and keeping the account growing long after the first order.
Through tailored, interactive industrial sales training, we build the training around your products and the deals your team is working on now. Your reps learn to run discovery that finds the business problem, show operations and finance how quickly the investment pays for itself, speak to what each person in the buying committee is worried about, and grow every account they win.
Best Training and Facilitation Skills
Why Companies Choose SOCO
SOCO is a multi-year winner of “Best Sales Training Provider” at the HR Vendors of the Year Awards. We bring our global training content right into your local market context to make sure it hits home with your team.
Here’s why teams choose to work with SOCO:Â
- Trusted: We have trained Over 50,000 Sales Reps
- Flexible: Every session fits your specific industry
- Modern: We show reps how AI fits into their existing sales process
- Thorough: Pre-Training Learning
- Interactive: Role Playing and Group Discussions
- Measurable Post-Training Evaluation
- Sustainable: Post-Training Reinforcement
OPTIMIZE HOW YOUR GLOBAL TEAMS SELL
At SOCO, we bring our sales training programs, trusted by leading companies globally, to local markets. We focus on implementing international strategies, customized for each market. This sharpens the daily performance of every sales rep, no matter their language or location.
Our success is driven by a team of SOCO Certified Sales Trainers around the world. With trainers in US, Canada, Singapore, UK, Australia, Thailand, Vietnam, Indonesia, Malaysia, Japan, Korea, the Philippines, and more, we deliver consistent, high-quality training in local languages and with cultural context.
Turn Order Takers Into Top Performers
Give your engineering and technical sales reps the skills they need to cross-sell and secure bigger orders.
SIGNS YOUR MANUFACTURING SALES TEAM Needs Training
- Your reps talk through technical specs instead of the business problem the customer is trying to solve
- Deals go quiet after the factory trial while everyone waits for a decision
- Reps get stuck with purchasing and never reach the people who approve the spend
- Existing accounts stay flat year after year, with no cross-selling and no bigger orders
- Your team drops the price the moment a buyer pushes back on cost
Here's Where Industrial Sales Teams Lose Ground
Selling heavy machinery, engineered components or industrial services is tougher than ever. Even with the best product on the market, your team runs into the same roadblocks every week:
- Your reps sell the specification, not the business case: They can explain exactly what the product does, but not what it saves the customer over five years of running it.
- Everyone in the buying committee hears the same pitch: The engineer wants proof it works, operations wants to know it won’t slow the line down, purchasing is comparing quotes and finance wants to see the payback. One pitch can’t answer all four.
- Deals freeze during technical evaluation: Prospects show interest, then the trial drags on for months because nobody’s pushing for a decision.
- Accounts stop growing after the first order: Without a plan for each customer, your reps miss the new plant, the line upgrade and the service contract sitting right in front of them.
Your people are brilliant engineers and technical specialists. Give them a practical approach to turn that expertise into predictable revenue.
HELP YOUR REPS KEEP EVERY DEAL MOVING FORWARD
Our training gives your industrial sales team a repeatable approach to work a deal: find the problem, build the business case, bring every decision-maker along and keep the account growing after the order lands.
We don’t do aggressive, old-school sales tactics. Your team already has the technical knowledge. We show them how to use it to move a deal forward. Your reps stop dropping off quotes and data sheets, and customers start treating them as partners.
Before Workshop
- Answering technical questions and hoping the value speaks for itself
- Pitching everyone in the buying committee the same way
- Waiting on procurement to call back after the factory trial
- Checking in on existing accounts only when it's time to reorder
- Dropping the price the moment a buyer asks for a discount
After Workshop
- Asking the questions that uncover what the problem is costing the customer
- Speaking to what each person in the buying committee cares about
- Guiding plant and finance committees to a clear decision
- Working a plan for every key account, with the next order already in sight
- Holding your price with a business case the customer can verify
Shorten Your Complex Sales Cycles
Help your team reach the final decision-makers faster and skip the long wait for purchasing agents.
WHAT OUR CLIENTS HAVE TO SAY ABOUT US
•CMIC•
• EssilorLuxottica•
•Stratasys•
• Dentsply•
• Nordic Cold Solutions•
• FLSmidth•
WHAT OUR CLIENTS SAY
Win Industrial Deals on Value
Show your reps how to explain your higher price point to buying teams who only care about cost.
THE SOCO APPROACH TO INDUSTRIAL SALES TRAINING
We design our training around how industrial deals work: long cycles, technical buyers and a committee that has to agree before anything gets signed. Here’s what your team learns to do:
FIND THE PROBLEM WORTH SOLVING
Reps who open with product specs end up in a features conversation. Your team learns to ask the questions that uncover what a problem is costing the customer in downtime, scrap or labour, and to work out early which opportunities are worth their time.
REACH THE PEOPLE WHO APPROVE THE SPEND
Purchasing is rarely where the decision gets made. Your reps learn to get past the gatekeeper and build relationships with the plant directors and commercial leads who sign off on the budget.
PUT A NUMBER ON WHAT YOUR PRODUCT SAVES
Operations and finance don’t care how the product is built. They care what it saves them. Your team learns to show the full cost of owning your product, so buyers compare more than the quote in front of them.
WIN OVER EVERY PERSON IN THE BUYING COMMITTEE
Deals stall when the engineer is convinced but purchasing isn’t. Your team learns to present to each part of the buying committee, keep long approvals and factory trials moving, and handle price pushback by coming back to the value instead of dropping the price.
GROW THE ACCOUNTS YOU'VE ALREADY WON
The next order is usually sitting inside a current customer. Your reps learn to build a plan for every key account, so they spot the new line, the upgrade and the service contract before a competitor does.
WHO IS MANUFACTURING & INDUSTRIAL SALES TRAINING FOR?
SOCO®’s tailored sales training for manufacturing and industrial sales is perfect for sales teams responsible for selling in today’s fast-moving manufacturing market.
Your team must be more competitive than ever before, all while controlling long sales cycles requiring plenty of prospect education, following up and influencing key decision-makers.Â
In your tailored sales training program, attendees learn how to apply these skills by learning through a combination of solid content, interactive and industry-specific activities, group discussions, role-plays, case studies, engaging videos and Q&As.
For who
Sales Professionals, Sales Teams & Manufacturing Sales Managers
Format
Live Workshop or
Virtual Instructor-Led Training (VILT) sessions
Duration
1 -3 Days or Multiple 120 Minute VILT Sessions
Course Outline
- Finding What the Problem Is Costing the Customer
- Qualifying the Opportunities Worth Your Team's Time
- Getting Past Gatekeepers to Reach Decision-Makers
- Showing Buyers the Full Cost of Owning Your Product (TCO)
- Presenting Your Solution to Engineers, Operations, Purchasing and Finance
- Getting Big Purchases Approved and Factory Trials Moving
- Handling Objections and Closing Without Discounting
- Growing and Keeping Your Key Customers
Manufacturing & Industrial SALES TRAINING PROGRAM MATERIALS
All participants receive complete workbooks, post-training reinforcement content and access to our exclusive community Facebook group for ongoing support.
PRACTICAL TOOLS, MEASURABLE RETENTION
Integrating AI
Into Sales
We show your team how to use AI to save time on the busywork: research, follow-ups, prep, so they spend more time actually selling.
Certificates
of Completion
We provide graduates with certificates verifying mastery of our SOCO Selling methodologies.
Case Studies & Role Plays
We use real-world examples to help your team turn these ideas into daily sales habits.
Post Training Evaluation
After the workshop, we check on what your team learned and show you how to help them use their new skills.
Maximize Your ROI
We do a debrief with you after the training to share clear next steps so you get the absolute most value out of your investment.
Get a quote or find out the right pillars and modules for your team. Our experienced program advisors are happy to help.
BEST SALES TRAINING PROVIDER
FREQUENTLY ASKED QUESTIONS (FAQ)
Why is Industrial & Manufacturing Sales training important for your team?
Industrial & Manufacturing Sales training gives your team the skills to effectively prepare for sales meetings and pitches, navigate past gatekeepers to reach decision-makers, and differentiate themselves from competitors.
Teams that invest in this training close deals faster and hold their margins against low-cost competitors
Should I hire a sales trainer?
Yes, hiring a sales trainer is a valuable investment for your sales team.
Here's why:
- Diverse Experience: External trainers have experience training different companies and industries, so they bring in what's actually working elsewhere, not just what's worked for your team so far.
- Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
- Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.
As compared to an internal trainer, these are some of the insights that they will not have. An external sales trainer brings that outside experience to your team, helping them perform at their best and stay competitive.
What are the program delivery options?
Industrial & Manufacturing Sales training can be delivered live in-person, live-virtually, via e-learning, or a combination of methods referred to as 'blended learning'.
How long are the training sessions?
Training sessions can vary in length to accommodate different needs. They can be delivered as short 90 minute sessions delivered via web conferencing software or can span 1-3 days in-person.
This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are.Â
What is covered in an Industrial & Manufacturing Sales training session?
In this course, we cover the full sales process, from preparation to closing:
Preparing for Sales Meetings and Pitches : Learn how to build pitches that get decision-makers to act.
Getting Past Gatekeepers to Deal with Decision-makers: Learn to bypass lower-level administrative assistants and transactional purchasing agents to build direct relationships with Category Managers, Brand Owners, and Commercial Directors.
Defending OEM & Product Margins Against Low-Cost Alternatives: Learn to protect your engineering and production margins in crowded component or equipment markets by positioning unique product capabilities instead of slashing prices.
Educating Industrial Buyers to Realize Total Cost of Ownership (TCO): Develop skills to educate clients about your offerings, ensuring they have a clear understanding of the benefits and value your products bring to the table.
Overcoming CapEx Hesitation & Speeding Up Customer Factory Trials: Learn to break through corporate inertia to accelerate long client validation processes, engineering tests, and capital expenditure approval phases.
Structuring Strategic Multi-Year Supply & Parts Agreements: Learn to shift your business from a simple parts vendor to an indispensable tier-one partner by aligning your supply contracts with the customer's long-term production and goals.
Tailoring Your Presentations for Mixed Buying Committees: Reps learn to adapt their product pitches to fit who is in the room, proving floor space and line efficiency to operations leaders while demonstrating safety metrics to compliance officers
Upselling and Cross-selling Strategies: Learn how to spot upsell and cross-sell opportunities with the clients you already have.
How can I measure the ROI (Return on Investment) of sales training for our company?
Measuring the ROI of sales training involves tracking key performance indicators (KPIs) before and after the training to assess the impact on your business. Examples of some of the KPIs tracked include increased sales revenue, higher closing rates, improved customer satisfaction, and shorter sales cycles.
Which countries/locations can you provide training for?
We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including the United States, Canada, Australia, Europe, and all APAC countries.
Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives.
What is the difference between consumer sales and industrial sales?
Consumer sales typically involve selling directly to individual customers, emphasizing shorter sales cycles and emotional buying.
On the other hand, industrial sales revolve around selling to businesses or industries, characterized by longer cycles and a rational, needs-based approach.
Win Long-Term Supply Agreements
Change your team from parts vendors into partners who secure multi-year contracts.
