218: Best Sales Processes for Selling Hardware Products

Wesleyne Whittaker is the CEO of Transformed Sales, an esteemed organization dedicated to architecting sales methodologies that foster rapid and maximal growth with an impressive track record of collaborations with over 150 distinguished manufacturers and product brands. Today, Wesleyne will share the extensive knowledge she has accumulated on developing and effectively employing uniquely tailored sales processes pivotal to inventors, startups, and small manufacturers. She will elucidate the three overarching phases of a sales process – outlining the role and salient components of each stage – and afford astute guidance on adeptly executing said process to proliferate sales, client trust and retention, and expansion opportunities for your hardware product business.

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Key Takeaways in This Episode:

• What is a sales process?

• There are three core stages: Prospect, Nurture, and Close.

• Prospect involves figuring out how to attract customers.

• Nurture is all about taking someone who is interested in your product and transforming them into a buyer.

• Close entails getting that pen to paper so you can then work on developing loyalty to turn that customer into a repeat customer.

• Educating potential customers is an incredibly important part of prospecting!

• The biggest challenge for hardware entrepreneurs is getting the abundance of knowledge they have acquired out of their heads to inform customers.

• Have a variety of information prepared for your customer and disseminate it using a variety of mediums.

• It’s okay to lose a sale, but not in the same way twice.

• Communicate the value of the product, how it solves a key problem, and the risk of not buying your product.

MAKO Design + Invent: www.makodesign.com

Kevin Mako: https://www.linkedin.com/in/kevmako

Producer: MAKO Design + Invent is the original firm providing world-class consumer product development services tailored to startups, small manufacturers, and inventors. Simply put, we are the leading one-stop shop for developing your physical product from idea to store shelves, all in a high-quality, cost-effective, and timely manner. We operate as one powerhouse 30-person product design team spread across 4 offices to serve you (Austin, Miami, San Francisco, & Toronto). We have full-stack in-house industrial design, mechanical engineering, electrical engineering, patent referral, prototyping, and manufacturing services. We also help our clients with business and product strategy, marketing, and sales/distribution for all consumer product categories.