From the course: Technical Sales: The Role of the Sales Engineer
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Time travel
From the course: Technical Sales: The Role of the Sales Engineer
Time travel
- To me, one of the best parts of the sales engineer or SE role is that you actually help customers solve problems. Sales engineers are fixers and we are pleasers. We want to make people happy. Last year I met with with a senior VP of sales in the Boomerang Bar on Singapore, of all places. He spent 20 minutes complaining about how is group of 50 SE's were too technical and feature oriented and the impact that had on his pipeline. I asked him if any of his SE's had the blend he was looking for. "There is one", he replied. "Well", I said, "suppose all your SE's were like that, what would happen?" He smiled. We had a very positive conversation after that. Sometimes customers are so focused on their current problems they get fixated on what is happening today. That means they have trouble looking ahead into the future. That is where the creative side of the SE comes into play. I call this skill time travel. It's your job to walk the customer into the future. You start with the current…
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