This is a guest blog by Fernando A. Ceballos, P.E.
I once had a conversation with someone who bragged about how he was able to get a car dealership to basically give him a car. He talked about all the different tactics he used and how at the end of it, the salesmen essentially said, “We’ll sell you the car, but we ask that you don’t come back in the future.” In his eyes, he was able to buy a car below market value and walked off with a “win.” Although on the surface it looked like he came out on top, he failed to realize that he destroyed any potential for future purchases: The dealership won’t work with anyone he refers, and he probably ended up belittling someone who was trying to do their job.
Even though “sales” may have a negative connotation, remember that the deal is between two PEOPLE. I highly suggest that when you engage with someone, you seek first to understand their needs and not just focus on the outcome that you want.
In this episode, you’ll hear part 2 of the Sales and Business Development for Engineers panel from our may 2016 Engineering Career Summit in New Orleans, 
In this episode, Anthony Fasano, PE talks about Business Development and sales, which consists of two episodes. We are going to listen to a panel which includes Carl Herrick, Perryn Olson, Jim Rogers and Kristi Hoke.
