As we moved into the new millennium, major changes began to occur at a faster rate. Organizations globally have emerged as producers of high-quality, low-cost products and services. This contributed to the globalization of markets and the commoditization of many products and services leading to a new genre of sales called “Value based solution selling”.
The Internet, once the domain of researchers and academics, became an information superhighway readily accessible to everyone. Customers gained access to high-quality decision-making information and numerous sources of supply. The balance of power shifted completely to the customers, who now defined their own individual value propositions.
Customer access to high quality decision-making information, commoditization of products, and numerous sources of supply have combined to empower customers. Today customers are no longer willing to only read the list of brochures, pamphlets and collaterals or listen to the salesperson’s description of how the marketing and sales department defines value.
With “make and sell” marketing obsolete, successful sales and marketing now relies on learning and responding to customer needs. The role of sales has evolved from communicating a predefined value proposition to working with the customer to create their own unique value proposition.
Yet most sales forces have not made this transition. To survive and prosper in this new environment, sales force management and personnel must recognize and accept that the customer — not the marketing department — defines the value proposition. Sales is no longer about doing a good job of communicating features and benefits. It’s about working with each customer to create value as the customer defines it.
At Mowasalat, we have been keeping pace with the change and have been transforming ourselves from being a service provider to a solutions provider company. From selling products and services to identifying the customer requirements and proposing “Solutions” and not only proposing , but working with the flexibility of making those solutions feasible in terms of price, quality and timeliness for the customer and turning them into practical workable solutions.
Visit our website at www.mowasalat.com to find out more about how we can add value in terms of your requirements for transport solutions.