Chris White is a business coach, entrepreneur, and author of The Six Habits of Highly Effective Sales Engineers. SEs are one of the most underserved roles in sales enablement and training, and Chris shares the increasing role of the SE as a solution consultant in winning new business.

Chris discusses his goal of getting technical wins, which is to help buyers see beyond a reasonable doubt that a particular solution is the right choice for them. He also digs into the 6 behavioral patterns of the best SEs, including how SEs can partner more effectively with their sales counterparts and how to conduct effective discovery.

HIGHLIGHTS

The technical win defined
Buyers go through 3 stages: The What, The How, and The Who
Influence how buyers look at problems so your solution is the logical choice
The six habits of highly effective sales engineers
Change the perception of salespeople by prioritizing the buyer
Sellers have two roles: Sell and connect with people

QUOTES

Realize what the buyer needs that is agnostic of your product or service - Chris: "He or she who buys a shovel, doesn't want a shovel. They want a hole. But they just don't want a hole, they want a fence or a tree. But they just don't want a fence or tree, they want privacy or they want shade. But we get so focused on the shiny shovel. We want to talk about the blade and handle. Reality is most people don't care about the shovel."

The 2 purposes of a seller are to sell and to understand another person’s needs - Chris: "To sell is to solve, and to sell is to serve. And if you're not at peace with that, then maybe you're not in the right profession... We talk a lot about this notion of servant leadership. I think more and more of us need to think of servant salespersonship, if I can say that word... If we think of ourselves as servant salespeople, we are going to do much better."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/chris-white-demo-doctor
Website: https://www.demodoctor.com/
Amazon book link: https://www.amazon.com/Habits-Highly-Effective-Sales-Engineers/dp/0578521903

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

#GE2020 The Sengkang Spotlight (Day 08): Sengkang GRC as a microcosm of GE2020