“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!
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The Sales Engineer Book Of The Month:
I get deluged by “sales process and selling” books every month. Rarely does one grab my attention in the way Garin’s book managed to do. There is some excellent material in here about gently guiding the customer through the buying process (you’ve seen it multiple times before, they haven’t) and a constant reminder that this is a non-linear process. The more you do in parallel the faster the opportunity moves through the purchasing cycle. The Buyer Is Hard enablement framework is quite memorably titled as DEEP-C™: Discover, Engage, Equip, Personalize, and Coach
I particularly liked the chapters on Champion Enablement , The Emotional ROI and why Giving Up is a good thing.
Definitely worth a read for both Sales Engineers and their Sales Partners – and then put it into action.
I did – and it has made a difference to my business. Thanks Garin!