The New Selling Game

We came upon an interesting article in Industry Week recently called “Developing New Sales Channels To Fit Your Customers. ” The article focuses on the change in global economics and technology that has created the necessity for a change in sales techniques, but one particular facet of the article really stood out to us:

Harry Brown of Mollo and Associates in Erie, Pennsylvania says that the biggest change in selling is that customers want problem solvers and expert advice. He calls the new type of rep a sales engineer “who can offer engineering assistance as a ‘freebie’ with the sales package. In addition to the engineering perk, if manufacturing knowledge (experience) is offered it will enhance a long term relationship.” He goes on to say that “being a pleasant person with a great personality will not carry the day in today’s environment.”

There are a lot of important points to contemplate in this single paragraph that can relate to marketing as much as to the selling process. Let’s break this down in more detail.

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