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| *Ostroff, Fair and Company>>>Marketing & Sales |
What it take to an excellent sales engineer? |
for a person embarking a 2nd career. thks 1)Technically knowledgeable about your product. 2)Excellent listening skills. For engineers making the change, #1 is the easy part, #2 is really hard. Most engineers don't have good listening skills. They tend to try to "solve" the customers problem before they even realize what the customer's needs are. You have two ears and one mouth, listen more than you talk. Make sure you work for an outfit that understands sales. Ask for a presentation you can make verbatim, its the best type of sales and does not matter the product, field or service at the end of the day you're selling to people just like you and me. You always need to tell a good story. Who we are, what you market, who your customers are, why they selected you, and what you can do to serve me. Remember sales is finding the NEED and Fore filling it. period. |
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