“The customer doesn’t care about features – they care about solving their problems”
~ Trish Bertuzzi.
As an engineer, you are likely used to a logical and systematic way of thinking. You may be wondering how you can use these skills to sell anything. There are three ways you can use your engineering skills to sell effectively. We will explore each of these ways and give tips on how to use them in your sales process. Whether you are just starting in sales or have been selling for years, read on for some helpful advice!
Engineers can use their engineering skills to sell anything through the following tips:
- Utilize specific skills that engineers have that can be useful in sales
- Engineers can overcome sales objections
- Common sales strategies that engineers can use
Utilize Specific Skills That Engineers Have That Can Be Useful in Sales
The engineer’s mindset is a huge asset when it comes to sales. They’re typically creative, hardworking, and detail-oriented individuals who are good at seeing the big picture and every last little aspect of their work. There are specific skills that engineers have that can be useful in sales. For example, engineers are often very good at problem-solving, and engineers have the strength to break down complex problems, which can be helpful when salespeople are troubleshooting issues with customers. They can also be good at analyzing data and finding patterns. These skills can be beneficial in sales, especially when figuring out customer needs and identifying opportunities.
Engineers Can Overcome Sales Objections
Regarding selling, engineers often have a leg up on the competition. After all, engineering is all about solving problems. And what is selling if not finding solutions for potential customers? However, there are a few Sales 101 techniques that even the most talented engineer can benefit from — for example, when overcoming objections, listening carefully to what the customer is saying is essential.
The objection itself will provide valuable insights into the customer’s needs and wants in many cases. Engineers can also use their natural analytical skills to break complex products into understandable terms. When closing the sale, engineers can appeal to logic, stressing the features and benefits that make the product or service worth the investment. By using their engineering skills to sell, engineers can always be sure to close the deal.
Common Sales Strategies That Engineers Can Use
As an engineer, you have unique skills to apply to sales. You can sell anything by understanding the basics of sales and using common sales strategies. The following tips will help you get started:
- Understand your audience. To whom are you selling your product or service? What needs does the audience have? What are their buying patterns? Answering these questions will help create a sales pitch that resonates with your audience.
- Focus on benefits, not features. When pitching a product or service, focus on how it will benefit the customer, not just on its features.
- Use data and stories to support your pitch. As an engineer, you’re used to working with data and using it to support your arguments. You can use this skill to your advantage in sales by using data and stories to back up your claims.
- Be prepared for objections. No matter how good your pitch is, there’s always a chance that the customer will have concerns or reservations. Be ready to address these objections head-on.
- Don’t be afraid to ask for the sale. Once you’ve made your pitch and addressed any objections, it’s time to close the deal. Ask for the sale outright and provide instructions on how to proceed.
Engineering sales may sound like an oxymoron, but it doesn’t have to be! By utilizing the specific skills that engineers have, they can sell anything. Engineers have everything they need to succeed, from overcoming objections to using common sales strategies. Do you have any other tips for marketing as an engineer? Please let us know in the comments below. We would love to hear from you!
About the Author
Tiffani Teachey is a Sr. Mechanical Engineer, STEM advocate, professional speaker, and international best-selling author of the children’s book “What Can I Be? STEM Careers from A to Z” and two women empowerment books. She holds a Bachelor of Science degree in Mechanical Engineering, as well as a Master of Science degree in Engineering Management, both from the University of North Carolina at Charlotte. As an engineer with more than 16 years of experience, Tiffani has a passion for inspiring the next generation to engage in Science, Technology, Engineering, and Math (STEM) careers. She was born and raised in Winston-Salem, North Carolina, and enjoys traveling and being a youth mentor. For more about Tiffani, visit her website at www.TiffaniTeachey.com.
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