Voici comment vous pouvez établir votre crédibilité et votre autorité dans l’ingénierie des ventes grâce à la communication.

Can you walk the walk and talk the talk of your customers' industry? That's your starting point as a solution engineer, as this is what will put you on the track of being recognized as a peer, the most trusted position from a customer perspective. Having a social presence can help you bring that proof point forward, that is, before you even meet a customer for the first time.

In sales engineering, clear communication is crucial for trust and success. Understanding client needs, active listening, and offering valuable solutions are key. Building strong relationships, educating clients, being transparent, and continuous learning enhance credibility. These practices foster positive outcomes and long-term partnerships.

El conocimiento técnico de tu producto es necesario y la forma de comunicarlo también, pero también son necesarios los complementos de la cadena de atención: producción, calidad, logistica, ensayos de laboratorio, etc. que serán adaptados al modelo de negocio de tu cliente y su requerimiento para fluir en la atención en todo el proceso. Hoy más que antes, la atención debe ser personalizada.

A base para gerar credibilidade em vendas complexas, principalmente em modelos de engenharia de vendas, é a base para qualquer outro modelo: Mais foco na capacidade que o seu sistema/produto/serviço entrega do que nas caraterísticas e funcionalidades dele. Tá cheio de gênio que entender tudo sobre sistemas, mas não consegue vender justamente por só entender de sistemas, e não de vendas.

During my journey as a sales engineer, I've come to understand that combining clear, simplified communication with technical expertise is essential for earning clients' trust. Additionally, it's crucial to ensure that the delivery aligns with the promises made throughout the entire sales process.

Cuando la interacción es bidireccional en la comunicación, el aprendizaje es enriquecedor para ambas partes, puedes iniciar planteando un modeloa básico de interacción según el proyecto que estás atendiendo, y plantear soluciones complementarias según el área a la cual te diriges: producción, compras, comercial, etc.

You cant establish authority without understanding the subject at hand. ➜Engage Fully: Pay close attention to what clients and colleagues are saying. This shows respect and builds trust. ➜Ask Clarifying Questions: Demonstrating curiosity and a desire to understand all aspects of the discussion helps to deepen your knowledge and shows you value their input. ➜Reflect and Respond Thoughtfully: Paraphrase what you've heard to confirm understanding, and provide well-considered responses. This not only shows you’re listening but also that you’re competent and thoughtful.

When selling complex technical solutions, it's easy to get caught up in technical details and feature breakdowns. However, what has worked for me is focusing on telling a relatable story and emphasizing benefits over features. This approach resonates with both technical and non-technical audiences, making the solution more appealing and understandable to clients.

It may sound like a paradox, but usually the simplest solution is the best one. Just like Nirvana songs, which are technically simple yet incredibly popular, simplicity can be powerful. Always remember that your customer will appreciate not only cutting-edge equipment design but also reliability of the parts, and ease of maintenance and sanitation. Keeping these aspects in mind can lead to more effective and customer-friendly solutions 🎸

"What is well understood is clearly stated, and the words to say it come easily", wrote Blaise Pascal. This has been my motto as individual contributor as well as director in sales engineering. No surprise then, that making things simple requires a lot a work!

Out of all the communication tools listed, I think this one is my favorite. This has single handedly closed deals for our team because you can easily stand out from the competition with this skill. When you can break down a complex system so that your client is comfortable with it, they will continue to go back to you when they need your expertise, leading to more business!

My suggestions are - Be yourself. Don't play a role. - Be always honest to the prospect. - Only sell existing products. Don't sell something which will be released in the future. - Manage ALL objections from the prospect. The prospect should have no chance to say "No". - Show the advantage of using your solution - for the prospect's company - for the prospect himself. - When the deal is done, ask the customer if you can help. Don't let the customer alone until the solution is up and running and the customer is happy. - Call the customer from time to time and ask for feedback. If the customer has problems, support the customer.

Attack is the best defense! Don't hide your solution weaknesses, it is the best way to be pushed on your back foot... My experience is that customers will always be grateful that you explain clearly what you can't provide, so that there are no late minute surprises.

La credibilidad profesional es importante, la cual se ve soportada por el lenguaje honesto en el cual transmites la información. Brinda todos los elementos necesarios de soporte técnico-comercial para que tu cliente tome una decisión de optar por el producto/servicio que ofreces con la confianza que necesita.

Transparency is key especially relating to prevention of future issues that will only snowball resulting in loss of credibility.

In my experience, honesty is crucial for building trust with clients. When you clearly communicate potential limitations or challenges upfront, it demonstrates that you are committed to their success and not just making a sale. This kind of transparency helps prevent misunderstandings down the line and reinforces your reputation as a trustworthy and reliable partner. Clients appreciate the full picture, which strengthens your relationship and fosters long-term loyalty.

How a customer is treated during the sales cycle is a strong indicator of how they will be treated post-sale. Regular follow-ups demonstrates commitment and fosters a relationship of trust and reliability, making customers more comfortable moving forward with the deal.

El seguimiento es una parte de los KPIs en tus objetivos de venta de tu CRM que está basado en modelos predictivos, te permitirán ordenarte y organizarte y generar data porcentual de probabilidad de cerrar el negocio, complementado también como un indicador el servicio de post-venta.

Mude a mentalidade: Ao invés de conduzir o cliente em um processo de vendas, ajude o cliente a evoluir na jornada de compra. É sempre sobre ajudar o cliente e comprar e não a vender para ele.

Selbstreflexion und die stetige Entwicklung deiner Vertriebstechnik ist m.E. der Schlüssel zum Erfolg. Sei ehrlich zu deinen Kunden! Das Aufzeigen von Grenzen deiner Produkte und die Absage einer kritischen Anwendung kann wertvoller sein, als ein one off profit szenario. Deine Basis ist eine solide Produktkenntnis und die Fähigkeit die Kundenbelange zu verstehen. Dahin gelangst du durch aktives Zuhören und zielgerichtete Fragen, um die komplexen Kundendarstellungen auf das Wesentliche herunterbrechen zu können. Kommunikationswege sind vielfältig, sei offen für neues, setzte Tools deiner Organisation zielorientiert ein. Teste dich, die Technologien und die Kundenreaktionen aus. Analysiere die Ergebnisse und finde deinen Weg.

En estos tiempos tenemos varios complementos para evolucionar y estar en mejora continua: 1. Capacitaciones gratuitas 2. IA 3. Modelos predictivos 4. Información técnica comercial en redes y otros que te ayudaran a mejorar cada día más como persona en primer orden y como profesional.

Leverage your personal experience to relate to the prospect and show them you understand what they are talking about at a deeper level. If you’ve worked that job that they are in now, put that in your introduction. If you worked on a project that got similar outcomes, share the keys to success. Or if you’ve talked to others who had the same problems, let them know it’s common and solvable. “We hear that a lot” and “have you considered…, that comes up a lot too.”

A few other points I would add are: Demos. Demos are a key part of any Sales Engineer's role, but it's important to note that the demo should never be the main or sole focal point of the meeting. I've seen far too often where meetings are based on "let's just demo and the product will sell itself". Nuh uh. There are different ways to position a demo into your meeting/pitch, so make sure whatever you're focusing the bulk of the conversation around that the demo fits in. Alignment. Be aligned with your team, mainly your Sales/Acct Manager. The last thing the customer wants to see is mixed messages or opposing viewpoints. It's a team effort, so you should act like one.

What you say is important, but how it is said or written can sometimes overshadow the words you choose. Beyond the voice and diction dynamics though: Key drivers for ensuring authority and credibility is knowing your subject matter and your audience. Then, once you have those both dialed in, you can speak about your product/service to the sales people about shortening the sales cycle, the finance people about cost reduction and customer success folks about improvements to net promoter score. You make it both relevant and educational for them, so they can’t help but draw in closer to hear what you have to say next.