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 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...
by Keith | Mar 12, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Use case discovery is a critical step for sales engineers to grasp and cater to their customers’ needs effectively. It’s about pinpointing the problems customers aim to solve and tailoring your product or service to be the optimal solution. Engaging in...
by Keith | Mar 11, 2024 | Communication, Discovery, Sales Engineering, Sales Process, Technical Sales
For sales engineers, delving into customer use cases is paramount. These narratives shed light on the challenges customers encounter and how your product or service can emerge as the solution. Engaging in discovery conversations with customers is essential to unearth...
by Keith | Mar 4, 2024 | Communication, Sales Engineering, Technical Sales
Storytelling is a powerful tool in the world of sales, particularly in technical sales and sales engineering. It’s not just about presenting facts and figures; it’s about creating a narrative that resonates with your audience. In technical sales, where...
