Talking Technical

If you sell to engineers and technical departments, shouldn’t you know a little more about how engineers think, talk and make decisions? The answer is a definite ‘yes’ according to an article on the salestrainingadvice website by Babette Ten Haken. So what aspects of your sales communication should you concentrate on? Firstly words need to be used precisely – ideas and proposals will be carefully scrutinised to understand the exact nature of what is being said. The article acknowledges that sales professionals and engineers can come from very different starting points which can lead to frustrations. The article describes engineers as ‘risk-averse’ and ‘extremely rational’ – worth considering but may not apply to every engineer. Get specific and take the advice to talk often to your own technical department to understand how they talk and think about your company’s product range. For more advice on selling to engineers, read the whole article here http://www.salestrainingadvice.com/2012/01/selling-to-technical-people-how-well-do-you-work-with-engineers-by-babette-ten-haken.html