Ghaith Deeb’s Post

Technical Sales: What They Are and How to Improve Your Approach Technical sales involve the commercialization of products or services that require specialized knowledge. This type of sale is common in sectors like technology, engineering, industrial products, and B2B services, where the salesperson must understand not only the benefits of the product but also the technical, functional, and implementation details. Challenges of Technical Sales The main challenges of this type of sale include product complexity, high client demands, and a longer sales cycle, as decisions require detailed analysis and often involve multiple stakeholders. Best Practices to Improve Your Approach 1. In-depth Technical Knowledge**: Thoroughly understanding the product or service is essential. The salesperson must be able to answer technical questions clearly and accurately, conveying confidence and authority to the client. 2. Focus on Client Needs**: Instead of just highlighting technical features, it's crucial to connect these functionalities with the specific problems and needs of the client, showing how the product addresses their challenges. 3. Demonstrations and Proof of Concept**: A practical demonstration can be a game-changer in technical sales. Show how the product works in the client’s context, offering customized solutions that demonstrate real value. 4. Clear and Adapted Communication**: Many clients may not have deep technical knowledge. Being able to translate technical terms into accessible language is essential to avoid communication barriers. 5. Building Relationships**: Trust is key in technical sales. Building a solid relationship with the client, based on transparency and continuous support, can be a decisive factor in closing deals. By following these practices, the approach to technical sales becomes more effective, increasing the chances of success throughout the sales process.

key factors for the success of a sales engineer: 1. Product Knowledge: Sales engineers should have a comprehensive understanding of the products they are selling, including features, benefits, and usage. 2. Communication Skills: Effective communication with customers to articulate the benefits the product or service provides in solving their problems. 3. Negotiation Skills: Managing the sales process effectively, including identifying customer needs, presenting appropriate solutions, and negotiating terms and pricing. 4. Market Understanding: Being familiar with the market and industry they operate in, including knowledge of competitors and industry trends. 5. Active Listening: Ability to understand customer needs and concerns through active listening and analyzing what is being said. 6. Commitment to Quality: Delivering high-quality products or services that meet customer expectations. 7. Honesty and Integrity: Building trust with customers through honest and ethical business dealings. 8. Follow-up: Regularly following up with customers post-sale to ensure their satisfaction and provide necessary technical support.

In my industry, I often encounter sales engineers who focus solely on closing deals. However, I believe closing a deal is just the beginning. True success comes from building lasting partnerships. We, as salespeople, must become trusted advisors, championing our clients' needs, even within our own company. This focus on post-sale value not only strengthens client relationships but also fuels organic growth and solidifies our company's reputation as a leader in its industry. This is all due to the value of exceptional customer service provided by sales engineers in the engineering & industrial sector. What do you think?

Engineers are better sales persons : The idea and thought that engineers may perform better in sales jobs is an interesting one and can hold some truth depending on the context and the type of sales role. However, Its depends on several factors, including the nature of the product being sold, the engineer's skill set beyond technical knowledge, and the specific demands of the sales role. Just trying to note down Expertise and challenges : Expertise :  ⭐️ Techncal Expertise : Ability to explain complex technical concepts in clear terms can be a major asset in sales roles ⭐️ Problem-Solving Skills : Engineers r trained to approach problems methodically and analytically, which can be extremely valuable in sales. ⭐️ Trust and Credibility :especially in industries like IT, engineering, or manufacturing, clients often prefer working with someone who understands the technical aspects of a product or service. ⭐️ Analytical Thinking : Engineers typically have strong analytical skills, which help them assess customer requirements, evaluate potential solutions, and predict long-term benefits.  ⭐️ Attention to Detail : Sales roles often require attention to detail, especially when it comes to understanding product specifications, contracts, and customer requirements. Challenges: ⭐️ Soft Skills: Sales roles often require strong interpersonal skills, emotional intelligence, and the ability to persuade or empathize with clients. May need to develop. ⭐️ Selling Mindset: Engineers are often focused on problem-solving and delivering solutions, whereas salespeople need to be comfortable with selling and negotiating. ⭐️ Commission Pressure: Sales roles, especially those with performance-based compensation (commissions or quotas), can be stressful. My personal Conclusion: In roles where technical knowledge is critical to the sales process , engineers can absolutely be better performers than those without the same technical expertise. However, success in sales often requires a mix of technical know-how and the ability to connect with people. What’s your view ? #techcareer  #presales  #postsales  #networking #personalgrowth #networkprofessionals

Troubleshooting technical issues in Technical Sales can be challenging but manageable with the right approach. Here are some key strategies: Understand the Problem: Start by gathering detailed information about the issue. Ask specific questions to understand the problem’s scope and impact on the client’s operations. Replicate the Issue: If possible, try to replicate the issue in a controlled environment. This can help you understand the problem better and identify potential solutions. Check Common Issues: Look for common technical problems that might be causing the issue. This could include software bugs, hardware malfunctions, or network issues. Use Diagnostic Tools: Utilize diagnostic tools and software to analyze the problem. These tools can provide valuable insights and help pinpoint the root cause. Consult Documentation: Refer to product manuals, technical documentation, and online resources. These can offer solutions and troubleshooting steps for known issues. Collaborate with Technical Teams: Work closely with your technical support or engineering teams. Their expertise can be invaluable in diagnosing and resolving complex issues. Communicate Clearly: Keep the client informed throughout the troubleshooting process. Clear communication helps manage expectations and builds trust. Test Solutions: Once you identify a potential solution, test it thoroughly to ensure it resolves the issue without causing new problems. Document the Process: Keep detailed records of the troubleshooting steps and solutions. This documentation can be useful for future reference and for training purposes. Follow Up: After resolving the issue, follow up with the client to ensure everything is working correctly and to address any additional concerns.

In this blog post I provide a view of what you need to do to be a good Sales Engineer and succeed in the role. I argue that the best SEs did something else in their career before moving into Sales Engineering. What do you think? #SalesEngineering

Do you know what exactly is technical sales ? Technical sales is specialized in the sales and promotion of technological products and services. It is to develop and execute strategies to identify and cultivate prospective customers.Technical salespeople act as a bridge between the technical world and the business world. But how is it different from traditional sales ? The way Technical Sales differs from traditional sales is that, in technical sales you are pitching niche products to people who have an extremely specific market need. Therefore, in contrast to the traditional sales, your understanding of the product alone is not sufficient. Here, you're expected to understand specific pain points of the customer through carefully presented questions and then extract those pain points and then pitch only the relevant features of the product. Here's a breakdown of what technical sales entails: 1 ]Products & Services: Technical salespeople typically deal with products that require a certain level of understanding to function or benefit from. 2] Technical Expertise: Along with strong sales skills, technical salespeople possess a solid understanding of the products they sell. They can explain complex features, troubleshoot potential issues, and demonstrate how the product addresses the customer's specific needs. 3] Customer Focus: Technical sales success hinges on understanding the customer's technical challenges. The salesperson analyzes these challenges and positions their product or service as the solution. There are various job titles in technical sales, like technical sales representative or sales engineer. The specific responsibilities can vary depending on the company and industry, but the core focus remains on marrying technical knowledge with salesmanship.

Some important tips to succeed in the sales profession; -Build strong relationships: Focus on building genuine connections with your customers. Show empathy, listen actively, and understand their needs. -Continuous learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning will help you improve your skills and stay ahead of the competition. -Set clear goals: Define your sales goals and create a plan to achieve them. Break down your goals into smaller, actionable steps to stay motivated and track your progress. -Be persistent: Sales can be challenging, and rejection is a common part of the job. Stay persistent, learn from your failures, and keep pushing forward. -Adaptability: Be flexible and willing to adapt to different situations and customer needs. Being adaptable will help you navigate changes in the market and stand out as a sales professional. -Time management: Prioritize your tasks, manage your time effectively, and focus on high-value activities. Effective time management will help you maximize your productivity and achieve your sales targets. -Follow up: Stay in touch with your customers even after the sale is made. Follow up with them to ensure their satisfaction, build trust, and cultivate long-term relationships. By incorporating these tips into our sales approach, we can enhance our performance and achieve success in the sales profession.

How to become a successful sales person? 1. **Understand Your Product or Service**: Know your product or service inside out. Understand its features, benefits, and how it solves customers' problems. 2. **Know Your Target Audience**: Identify your target market and understand their needs, pain points, and buying behavior. 3. **Develop Excellent Communication Skills**: Effective communication is crucial in sales. Practice active listening, articulate your points clearly, and tailor your message to resonate with your audience. 4. **Build Relationships**: Focus on building long-term relationships with your customers rather than just making one-time sales. This involves being genuinely interested in their needs and providing value beyond the sale. 5. **Be Persistent and Resilient**: Rejection is part of the sales process. Learn to handle rejection gracefully and keep pushing forward. 6. **Continuous Learning**: Stay updated on industry trends, sales techniques, and product knowledge. Continuous learning will help you adapt to changing market conditions and improve your skills. 7. **Set Clear Goals**: Define your sales goals and develop a plan to achieve them. Break down your goals into smaller, manageable tasks and track your progress regularly. 8. **Stay Positive and Motivated**: Maintaining a positive attitude and staying motivated, especially during challenging times, is essential for success in sales. 9. **Embrace Technology**: Use technology to streamline your sales process, automate repetitive tasks, and stay organized. 10. **Seek Feedback and Learn from Mistakes**: Welcome feedback from customers and colleagues, and be willing to learn from your mistakes to continuously improve.

What advice would you give someone new to building equipment contractors as a sales engineer? ✏️ 1.Know Your Products: Learn everything about the equipment you're selling - how it works, its features, and benefits. 2.Understand the Market: Get familiar with industry trends, competitor products, and customer needs. 3.Develop Relationships: Building strong relationships with clients, contractors, and suppliers is crucial. Communication is key. 4.Be Solution-Oriented: Focus on solving customer problems rather than just pushing products. Offer tailored solutions. 5.Stay Updated: Keep yourself informed about advancements in technology and industry regulations. 6.Be Persistent: Sales can be tough, so don't get discouraged by rejections. Persistence pays off. 7.Continuous Learning: Stay curious and keep learning. Attend workshops, seminars, and training sessions to improve your skills. 8.Follow Up: After making a sale, follow up with customers to ensure satisfaction and to explore future opportunities. 9.Stay Organized: Keep track of leads, sales, and customer interactions to stay on top of your game. 10.Seek Feedback: Don't hesitate to ask for feedback from customers and colleagues. It helps you improve and grow.