Often most Sales Engineers do a great job learning their product/solution, and can articulate the importance of a feature from a benefit perspective, and most attempt to lay down some competitive traps…But why is it that some SEs are not looking to work on improving their raw sales skillsets. For instance, Sales Engineers need to know multiple techniques to handle functionality objections in a non-defensive manner… Remember, the word sales comes before engineering in Sales Engineer :)

So for those of you looking to sharpen your sales skills, I would like to recommend a good read, SPIN Selling by Neil Rackham offers techniques to probe by asking additional questions around the situation, problems, implications and needs. It is a great reference book for any newer SE or a seasoned veteran SE…Enjoy

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