“Life Happened Because I Turned The Pages”
There are a number of books I would recommend to be in the library of every Sales Engineer. Some of them are Pre-Sales specific, some deal with demos and presentations, and others are regular business books. Having these books in your library can only serve to make you a stronger, smarter and successful Pre-Sales Engineer. Although these are the English versions, many have been translated into other languages. Start reading!
The Sales Engineer Book Of The Month: Ask More Questions
Questions help us break down barriers, discover secrets, solve puzzles, and imagine new ways of doing things. But few of us know how to question in a methodical way. Frank Sesno, an emmy-award winning journalist, walks us through the different types and styles of questions – and more importantly, when to use them. For example, I am intrigued by the differentiation between empathic, diagnostic, strategic, confrontational and creative questions. You’ll even pick up tips about varied topics such as hosting a dinner party or handling a confrontational in-your-face job interview.
I really enjoyed Ask More Questions, although it requires a bit of self-processing; i.e. you really have to think about the material and then how to apply it to both your professional and personal life. ( My wife recently sat with a client for a two hour dinner and was told she was an amazing conversationalist. Even though she listened 90% of the time and just asked appropriate questions. She has this questions concept nailed, I still need to work on it!) For the equivalent of 10 USD this is a great add to the SE Library.