Saturday, March 16, 2019

Sales Engineering -- Quick Question Hit List

Need a direct list of short questions to identify where you fit in a potential solution? Here you go:

  1. How painful is this? 
  2. Who's involved? 
  3. When do you want to solve this? 
  4. What are you doing now? 
  5. How can I solve this?

A short list of considerations: 

  • Your customers buy from people they like. There's a complex vibe going on mixing personality, likability, respect, and trust. 
  • Keep it simple. The more convoluted the answers, the more I start looking for BS.
  • Avoid word games and cliches. Use industry terms in grammatically correct context. But let it go if someone speaks with artistic license as long as the point is made. 
  • Match tone and pace. If I'm tired - don't come at me like a rabid pit bull. Just slow down and chill. If I'm upbeat, then don't bring me down. Match me. Then take me for a ride. Watch experienced Grandmothers. They'll do this with small children, and it works like a charm for adults too.