11-17-2017 11:23 AM
Years ago, I had a discussion with a Production Manager. He insisted that if he didn't build it, I couldn't sell it. I reassured him that I could sell it, even if he didn't build it, but that if I didn't sell it, he'd have nothing to build.
In most cases, especially in capital sales (large projects, large machinery, etc.), it has to be sold before any building/manufacturing is started. In fact, in many cases, only preliminary engineering is done before the sale is made and the full engineering is only completed and submitted for review after the sale is made and a significant down payment is received. Then, after all modifications and updates are agreed upon, the final engineering can begin after the final costing is negotiated and accepted. It is only after final engineering is completed and signed off that a BOM can be produced and materials procured so that manufacturing can begin.
11-18-2017 03:53 AM
You should teach classes on sales!
I'm getting on my soapbox early this morning but one of the pet peeves I have about life is how little respect sales people get and I know why because a lot of them are the used car sales types as sales as a low barrier to entry. The fact that people especially those that are considering careers don't consider sales as prestigious and worthwhile lends many good people to bypass it in favor of law, wall street etc.
By starting with the basics Sell for Good and the value and power of sales, maybe we can change just a little the course of the future for the positive.