The scenario happens frequently. an account manager meets with a customer. The customer starts asking questions that the account manager cannot answer alone. So, the sales person asks a technical colleague to help. Sometimes technical people are fantastic with customers, other times, unfortunately, they are disasters. They can save the day and help close deals, or sadly they can destroy all opportunities of doing so. Technical competence alone is not good enough, there is a lot more to the craft of solution engineering.
Whenever any technical professional interacts with a customer, either before the customer buys, or after, they are performing solution engineering. They are influencing the thoughts and actions of the customer by virtue of their technical competence. Few activities are more valuable to companies, or to customers, than effective solution engineering. We need more solution engineers, and we need better solution engineers, far better.
This course gets us started toward that objective, more and better solution engineers. In this course we hit on the first ten things technical professionals should know before they meet with customers. Whether you are a recent college grad who just joined your company, an experienced technician, or even a technical leader, these are the ten things you should know before meeting a customer. I guarantee your sales colleagues will appreciate it if you and your technical coworkers master these items.
In this course we talk about:
Closing the deal
Questions and answers
An SE's true objectives
Finding agreement with the customer
Using proper language
Using truth as an instrument
Avoiding problems
Targeting risk
Maintaining and conveying a humble mindset
Securing appropriate training
Any technical person who meets with customers, or who may ever meet with customers, should take this course as a minimum. The top ten rules for solution engineers.
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Experienced entrepreneur, leader, and author. Alan Berrey is a pioneer for subject matter experts, solution engineers, and sale consultants. He researches, writes, and lectures about corporate expertise and has helped subject matter experts maximize their value and impact. He has worked as a subject matter expert for decades, serving as the CEO of multiple start-up companies and as a vice president of business development at multiple technology companies. His corporate positions also include software product manager, project manager, department manager, and engineer. Finally, Alan served as a communications specialist in the US Army Airborne Rangers.
