New selling approach

Long time ago customers were expecting sales engineers to visit them and give them solutions to their requirements. During that time organizations were trying to compete in proposing technical solutions to customers and convince their customers that the proposed solution is the best fit to their requirements. Seller was trying to make use of his talents to support his customers technically.

Later, a new era starts in which customer became highly experts in technicality and became able to design their demanded system. So sellers started to search for new competitive advantages like after sales service, compatibility with other products, safety and even some sellers decided to go with prices competition.

But if we think about the business now and especially in 2016 in Egypt, which of the two approaches is the best to any successful firm to follow?

Sirs; we are in a new era for sales philosophy. In our economic environment nowadays we have customers who are well educated and have all the needed competencies to build their needed solution. But customers will build the solution theoretically supported with very limited economic resources to achieve it. So customer will need seller to take the solution and build his most cost effective system and propose it in order to start together a negotiation about what core value will be achieved by the proposed system and what extra optional features that can be added to the proposed system if customer is willing to invest more.

Successful sales man will not leave his customer think alone but will work with him to identify scope of supply in the very early stage. Successful sales man will not try to force his customer to invest resources. But he will support and consult customer to invest resources effectively.

Mostafa Khater; MBA