From the course: Technical Sales: The Role of the Sales Engineer
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
The power of three
From the course: Technical Sales: The Role of the Sales Engineer
The power of three
- When you're a sales engineer a lot of your focus is on inbound aspects, that is learning about your customer and asking great questions. Then you focus on designing and engineering solutions for those customers. At the backend is the outbound part of the job, giving a presentation or a demonstration to the customer. Your presentation can easily become cluttered and full of unnecessary information, usually just in case the customer might need them. It's a common mistake to include way more than you need. I found a great way to group your thoughts and presentations to customers and it's called the Power of Three. You may already have noticed that I do most things in groups of three. Each chapter has at most three components, and the course sections have three or fewer main points. That is the Power of Three. You can go out and research it yourself and you'll find that the human brain is comfortable with groups of three. They are easy to remember and easy to say. We're surrounded by…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.