In April, I guest blogged for Leanne Hoagland-Smith’s Increase Sales blog series on the topic of sales people who need to escape from being stereotyped as a talking head, or a brochure on legs.
Sales Engineers and Engineers who sell have the same issue with buyer perception. You are regarded as a Talking Techie who is applied-as-needed by the sales force when it’s time to sign the contract or if there is a particularly sticky technical issue to be resolved. So you show up with the sales rep at the customer’s office – or virtually – and “do your thing.” You demo. And demo. And demo. About all the neat features and possibly a financial benefit of the solution your sales rep has proposed. And then you stop.
What does the corporate culture who put you in this position expect the customer to do after your amazing demo? Jump up and shout “Hosanna, I’ll take three in assorted colors?”