Duration
Two days of core training, inside a three to six month engagement.
What is missing from the proposal is a number the person approving the spend can act on.
Selling Excellently™, our ten-module B2B sales method, for engineering, pump, machinery and component selling. Onsite across Coimbatore, or live online. English and Tamil.
Or call +91 88062 88042
Our Coimbatore clients include ELGi, Iatome Electric and Banaraswala Wiremesh.
Selling Excellently™ is our method for complex B2B selling: ten modules covering the full arc of a deal, from creating opportunities through to closing and holding the account. Here it is weighted to needs establishment, value construction and price presentation rather than product knowledge.
Two days of core training, inside a three to six month engagement.
Onsite across Coimbatore, live online, or blended.
English and Tamil, through a certified trainer on our Tamil Nadu bench.
Typically 12 to 20.
A certified Selling Excellently™ trainer.
Proposals that carry a commercial argument, energy, downtime and spares in money, alongside the technical one.
Fewer orders lost after winning the technical evaluation.
Engineers and salespeople working from the same numbers.
You win the technical evaluation and lose the order.
Your proposals compare specifications and arrive at a price.
You lose to a cheaper competitor whose product you know to be inferior.
Your salespeople are engineers by background and were never trained to sell.
Dealers carry much of your volume and sell on price because that is all they were given.
Coimbatore’s textile mills began in 1866 under Robert Stanes, with Lakshmi Mills following in 1911 and a boom through the 1920s and 30s helped by Bombay’s decline, the Mettur Dam in 1934 and cheap power from the Pykara station. The engineering industry grew directly out of servicing that economy. In 1922 Narayanaswamy Naidu opened a workshop repairing cane crushers and cotton ginning machines, and in 1924 founded the Dhandayuthapani Foundry, which began making agricultural pumps and motors.
That origin still describes the city. Coimbatore runs on pumps and motors, textile machinery, castings and foundries, auto components and precision engineering SMEs, with over 80 global capability centres employing more than 12,000 people.
An industry built by engineers solving engineering problems produces a particular kind of selling: technically excellent, specification-led, conducted between people who understand the product thoroughly. What it often leaves out is why buying it is a good commercial decision.
An engineer explaining a product to another engineer is a good conversation and often an accurate one.
The limit is that the specification answers a different question from the one the buyer eventually has to answer. The engineer asks which product is better. The person releasing the money asks whether it is worth the difference, and that needs energy cost, downtime, maintenance interval, spares and life, expressed over years rather than as a unit price.
When a proposal contains only the first answer, the comparison that decides the order happens without you, in a procurement spreadsheet, on price.
In your last ten proposals, how many quantified cost of ownership over the life of the product?
Win and loss review on recent orders, proposal review, and what your team currently quantifies.
Sales Diagnostics →Selling Excellently™, weighted to value construction and price presentation.
Sales Training →Debriefing a customer visit on what was established, not only whether a quotation followed.
Manager Coaching →Live coaching and AI-based practice, so a value conversation is practised before a live order.
Reinforcement →
Proposals containing a quantified cost of ownership or ROI argument.
Opportunities where the requirement was established before a product was specified.
Discount conceded against list, by product line and by person.
Win rate against named competitors, separated from win rate overall.
Average order value and content per order.
Dealer-originated enquiries that converted.
Baselined before the programme begins. Targets agreed in writing.
A proposal. A number appears that is not the price: energy cost over five years, downtime avoided, spares consumption, a maintenance interval expressed in money. Once one proposal carries that argument the rest follow quickly, because the engineers who build them can see the difference in the conversation that comes back.
Straight answers, including the ones where we tell you to buy elsewhere.
It is an advantage with a gap in it. Technical credibility is the hardest part to build and they have it. The commercial conversation is teachable without asking anyone to become a different person.
It helps if it changes what your team equips the dealer with. If the only thing you hand a dealer is a price list, the price list is what they sell.
Yes, and the diagnosis would weight towards it. Longer cycles, agents in between and a buyer you cannot easily meet make a structured approach more necessary.
Yes, through a certified trainer on our Tamil Nadu bench. Many programmes run in English and we would discuss the mix during the diagnosis.
When your distributor is asked why your pump costs more, what do they say?
On your last five losses to a cheaper competitor, what did the customer compare?
If those are uncomfortable to answer, twenty minutes on the phone is a reasonable place to start. If the gap is not capability, we will say so.
Book a 20-Minute Diagnostic CallYou tell us what you are seeing. We tell you what we would look at first, and whether training is likely to be the answer.
Your own data, and interviews with your salespeople and managers, separately.
Built on your deals, with measures and review points agreed in writing before anything starts.
Sales training in Coimbatore for pump, machinery and component makers that win the technical evaluation and lose the order. We teach engineers and salespeople to add the commercial argument, energy, downtime and spares in money, to the technical one, in English or Tamil.
Hello! 👋 Looking to improve your sales team’s conversions, or want to book a 20-minute diagnostic call?
Pick an option below or chat with us directly: