I love this. Don’t just show up and throw up. Meaning don’t just present your product and all it’s features without having a real conversation with the customer to figure out what his real problems are and then you modify your presentation to ways you can directly help him. Afterwards, you ask if they are interested in moving forward with your solution. I love this framework.
Question, what if you don’t get to collect information with the customer until you’re there for a presentation. After an initial conversation you find their pain point. How would I then transition an already made PowerPoint to only discuss their pain point on the PowerPoint? Do I just skip slides in front of the customer?
Hey Jamie - Great question!! There’s two ways to handle this: 1.) Do exactly what you said, skip slides once you find out the pain points. 2.) Don’t start the presentation until you have that beginning conversation, then just ditch the whole deck and speak from knowledge. If you need to pull up the deck to reference something they need to see then go for it...but sometimes it serves as more of a distraction . Be sure to check out training.technicalsalesu.com/enroll to get 7 hours of new video lessons that cover this in detail with one of our courses called “How to Pitch”. Keep crushing it out there and never give up!
Hey I'm into technical sales and I think you are bang on. I usually wing it too without thinking too much about the presentation , it gives you that much more fluidity with the way the conversation goes and make the client feel like he's in charge of the whole convo.
Exactly Ribu! Keep doing what you're doing and I'm sure you'll be crushing it! Be sure to checkout our NEW Technical Sales University below, all 100% new content! training.technicalsalesu.com/enroll
Hey Kyle this is the video I was watching that really caught my attention,in my line of work I see people everyday with laminates,PowerPoints,books,ect..but how do we ask the right questions when engaging in conversation? Thanks man keep up the great work,love the videos
Ashton - Great question! See below: - Focus on solving their problems, anyone can sell them stuff but if you go into trying to provide a solution they will respect it more. Ask questions like: - What are the top 3 issues you have right now with your BLANK - What are 3 goals you have this year for your BLANK - What's one thing you wish you could change about your current provider of BLANK - What can I do to make your job easier with BLANK I think you'll see the point above and customize around what you're selling. You're trying to get THEM to talk more than you. Build that trust and get them to open up, then you build your conversation around only solving their problems...not just pitching your standard line. You should also checkout Technical Sales University here: training.technicalsalesu.com/enroll Right now we are offering 25% off to help the industry professionals out with the code START2021 I hope that helps, if not send a follow up question and I will respond!
Thanks William, I appreciate it! Be sure to check out our Technical Sales University that we are releasing this month for more content like that: technicalsalesu.com/pre-launch
Oh Alexis that a great video idea!!! I will include that in my new Technical Sales University that I'm launching in June, you can check it out here: technicalsalesu.com/pre-launch/
Isn't this good for the first discovery meeting but if it's the 2nd technical presentation meeting would you handle it this way? I ask because I am trying to combine the two to be a better solution engineer.
Great question Kentaro564! It depends...you should always be focusing on their problems, even when it’s a technical presentation. A potential buyer will always give you clues (whether intentional or not) and you have to be paying close attention and get them talking. Of course if you’re presenting to a group of highly technical people the presentation will match the audience. But, if it’s just YOU talking you will not be learning anything. Each time you talk to a potential buyer, you should focus on learning at least 1-2 important pieces of information/problems that you can develop a solution to. I hope that helps! Let me know if you have another question, glad to help! KM
Thanks Sagar, I'm glad you see the value in it. I spent a long time in Technical Sales so just speaking from experience. Checkout our full Technical Sales University below for some more awesome content! training.technicalsalesu.com/enroll
Currently a design engineer interested in the idea of a technical sales role. The idea of "winging" it speaks to me so much. So many companies come in and read off of slides for an hour, give some free food, and eventually hit information overload. It makes way more sense to have a conversation and figure out what the customer needs are before showing them EVERYTHING you have when only 5% or maybe even none of the slide deck is relevant to the customer. P.S. - Your intro is way too long!
I tend to disagree with the concept of asking the client about their pain points! why should they share it with a random sales guy!? you can't just throw an empty rod to catch a fish, you must use some baits.
Hosamo - How are you “random”? If someone is taking the time to speak with you, then obviously they are open to a conversation and you aren’t “random”. Are you asking them for their deepest and darkest secrets? WTH?! Your analogy is wrong, you aren’t throwing an empty rod to catch a fish...you’re throwing a rod to catch a nibble/bite, then based on your response to their pain points you will determine if you can “catch them”. Also, your rod isn’t “empty”. You have “bait” on it based on whatever you said to get them to initially respond to you. People value time People want their problems solved People want less headaches at work Find out their pain points and present a strategic solution.
I would start and present some typical challenges of customers in the same industry, and ask if it relates to them or what is specific to them. Simply starts with questioning the paint point will make your customer alert.
Industrial Marketing Guide for 2019: How To DOMINATE
ua-cam.com/video/d0moHV_45p4/v-deo.html
I love this. Don’t just show up and throw up. Meaning don’t just present your product and all it’s features without having a real conversation with the customer to figure out what his real problems are and then you modify your presentation to ways you can directly help him. Afterwards, you ask if they are interested in moving forward with your solution. I love this framework.
Exactly Hector, spot on! Thanks for the comment brother!
Question, what if you don’t get to collect information with the customer until you’re there for a presentation. After an initial conversation you find their pain point. How would I then transition an already made PowerPoint to only discuss their pain point on the PowerPoint? Do I just skip slides in front of the customer?
Hey Jamie - Great question!! There’s two ways to handle this:
1.) Do exactly what you said, skip slides once you find out the pain points.
2.) Don’t start the presentation until you have that beginning conversation, then just ditch the whole deck and speak from knowledge. If you need to pull up the deck to reference something they need to see then go for it...but sometimes it serves as more of a distraction .
Be sure to check out training.technicalsalesu.com/enroll to get 7 hours of new video lessons that cover this in detail with one of our courses called “How to Pitch”.
Keep crushing it out there and never give up!
Hey I'm into technical sales and I think you are bang on.
I usually wing it too without thinking too much about the presentation , it gives you that much more fluidity with the way the conversation goes and make the client feel like he's in charge of the whole convo.
Exactly Ribu! Keep doing what you're doing and I'm sure you'll be crushing it! Be sure to checkout our NEW Technical Sales University below, all 100% new content!
training.technicalsalesu.com/enroll
Hey Kyle this is the video I was watching that really caught my attention,in my line of work I see people everyday with laminates,PowerPoints,books,ect..but how do we ask the right questions when engaging in conversation? Thanks man keep up the great work,love the videos
Ashton - Great question! See below:
- Focus on solving their problems, anyone can sell them stuff but if you go into trying to provide a solution they will respect it more.
Ask questions like:
- What are the top 3 issues you have right now with your BLANK
- What are 3 goals you have this year for your BLANK
- What's one thing you wish you could change about your current provider of BLANK
- What can I do to make your job easier with BLANK
I think you'll see the point above and customize around what you're selling. You're trying to get THEM to talk more than you. Build that trust and get them to open up, then you build your conversation around only solving their problems...not just pitching your standard line.
You should also checkout Technical Sales University here: training.technicalsalesu.com/enroll
Right now we are offering 25% off to help the industry professionals out with the code START2021
I hope that helps, if not send a follow up question and I will respond!
Love from India sir !!!hats off to you!!👍👍
Love right back to ya Priyanshu!
This is such a great advise to start a pitch! Thank you, Kyle!
Thanks Majd, I'm glad that you liked it!!
I'm loving your content after one video. Definitely gonna subscribe
Thanks William, I appreciate it! Be sure to check out our Technical Sales University that we are releasing this month for more content like that: technicalsalesu.com/pre-launch
Can you make a video on how to prep for a sales engineer product demo interview?
Oh Alexis that a great video idea!!! I will include that in my new Technical Sales University that I'm launching in June, you can check it out here: technicalsalesu.com/pre-launch/
Isn't this good for the first discovery meeting but if it's the 2nd technical presentation meeting would you handle it this way? I ask because I am trying to combine the two to be a better solution engineer.
Great question Kentaro564! It depends...you should always be focusing on their problems, even when it’s a technical presentation. A potential buyer will always give you clues (whether intentional or not) and you have to be paying close attention and get them talking.
Of course if you’re presenting to a group of highly technical people the presentation will match the audience. But, if it’s just YOU talking you will not be learning anything.
Each time you talk to a potential buyer, you should focus on learning at least 1-2 important pieces of information/problems that you can develop a solution to.
I hope that helps! Let me know if you have another question, glad to help!
KM
U tells truth... We can easily relate as a sales engineer... Always guide us
Thanks Sagar, I'm glad you see the value in it. I spent a long time in Technical Sales so just speaking from experience. Checkout our full Technical Sales University below for some more awesome content!
training.technicalsalesu.com/enroll
Very interesting concepts of b2b sales
Wow! Very interesting and helpful. Thank you sir!
You got it Chad, thanks for the comment 👊
Currently a design engineer interested in the idea of a technical sales role. The idea of "winging" it speaks to me so much. So many companies come in and read off of slides for an hour, give some free food, and eventually hit information overload. It makes way more sense to have a conversation and figure out what the customer needs are before showing them EVERYTHING you have when only 5% or maybe even none of the slide deck is relevant to the customer. P.S. - Your intro is way too long!
Thanks for the comment and you're spot on!
oolsh*t! cracking demo dude! First three seconds
Thanks Jon, I appreciate it brother!
Interesting. Can I have your email Id please to know more about it?
You can sign up for our new Technical Sales University here: technicalsalesu.com/pre-launch/
I tend to disagree with the concept of asking the client about their pain points! why should they share it with a random sales guy!? you can't just throw an empty rod to catch a fish, you must use some baits.
Hosamo - How are you “random”? If someone is taking the time to speak with you, then obviously they are open to a conversation and you aren’t “random”.
Are you asking them for their deepest and darkest secrets? WTH?!
Your analogy is wrong, you aren’t throwing an empty rod to catch a fish...you’re throwing a rod to catch a nibble/bite, then based on your response to their pain points you will determine if you can “catch them”.
Also, your rod isn’t “empty”. You have “bait” on it based on whatever you said to get them to initially respond to you.
People value time
People want their problems solved
People want less headaches at work
Find out their pain points and present a strategic solution.
I would start and present some typical challenges of customers in the same industry, and ask if it relates to them or what is specific to them. Simply starts with questioning the paint point will make your customer alert.
@@KyleMilan Facts