by Keith | May 13, 2024 | Career Path, Communication, Technical Sales
In the realm of technical sales, the ability to communicate effectively is not just a soft skill—it’s a crucial asset that can define your career trajectory. Public speaking, often a daunting prospect for many, emerges as a pivotal element in a sales...
by Keith | Mar 21, 2024 | Communication, Objection Handling, Sales Process, Technical Sales
Understanding the customer’s pain points is crucial in overcoming objections and succeeding in sales. By identifying the specific challenges and needs of customers, sales professionals can tailor their solutions to address these pain points effectively. Viewing...
by Keith | Mar 20, 2024 | Communication, Discovery, Objection Handling, Technical Sales
Honesty is a fundamental principle in objection handling. Being upfront and transparent with customers, even if it means walking away from a deal that isn’t the right fit, builds trust and ensures that both parties are working towards a common goal. Asking...
by Keith | Mar 19, 2024 | Communication, Sales Engineering, Technical Sales
Empathy and expertise are the driving forces behind successful sales. When sales professionals empathize with their customers, they can connect on a deeper level, building trust and rapport. This connection is crucial for understanding the customer’s pain points...
by Keith | Mar 18, 2024 | Communication, Objection Handling, Sales Engineering, Sales Process
Handling objections is a critical skill in the sales process. It’s not just about addressing concerns but understanding the underlying reasons behind them. When a customer raises an objection, it’s an opportunity to delve deeper and uncover the root cause....
by Keith | Mar 13, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Qualifying and understanding customer pain is essential in the sales process for sales engineers. It involves actively listening to the customer, asking relevant questions, and empathizing with their needs and challenges. Here are some insights into how sales...
