An SE (Sale Engineer) usually focuses on the technical aspect of the sale and usually work with a salesperson who is responsible for the success of all the groups allocated to them. An SE can be called many things, such as a field application engineer or a consulting engineer, but their primary goal is to handle the presentations, demonstrations and talk with prospects. If you have hired some of these people for your team, you may want to consider sales coaching that focuses on the product. If you haven’t already hired SE’s, you may wish to consider the attributes that make them so important, which may help you hire the right ones.
Fill Gaps
The SE can fill in multiple gaps in your team or department. They can be the bridge between customer groups or may be the full voice of the client. They should be part of the crafting team to design messages to potential and loyal customers. They’ll have a better understanding of the selling technique and technology, as well as which problems your customers and prospects face.
Understand Technology
They should also be able to understand how technology impacts your customers and why it is important in their lives. They should focus on how the products work and why they’re helpful, provide support and pay close attention to detail.
Understand Customers
The SE’s primary objective is to understand your customers’ needs. Any technical product you sell should come with instructions, but that isn’t enough in most cases. You need someone who can wow the customer with their knowledge but do so in a non-condescending way.
Work Well With Everyone
An SE will likely be working with a variety of people, from the rest of the selling team to other teams and customers. They should be well-rounded in their conversation skills and be friendly, as well.
Present/Demo Products
Many times, the SE is the person you’ll go to for technical presentations and demonstrations. Customers have to know how to use your product, or they won’t buy it. This is the primary reason companies seek out professional coaches. If your SE doesn’t understand the products or how to do presentations, they won’t succeed in their job.
Understand Process of Selling
They must also know how to sell products though they may not be directly involved in the selling process.
Sales coaching for technical product may not seem important, but it could be the difference between getting the sale or not. Visit website of The Sales Coaching Institute to learn more.
