You're struggling with communication as a sales engineer. How can you overcome the most common challenges?

Based on my experience you should focus on: 1. Building Trust and Rapport: Active listening shows clients that you value their input and are genuinely interested in understanding their needs. This establishes trust and rapport, making clients more comfortable and open to sharing valuable information. 2. Identifying Needs and Pain Points: By attentively listening to what clients are saying, you can better identify their specific needs, challenges, and pain points. 3. Clarifying and Confirming Understanding: Active listening involves not just hearing but also paraphrasing and asking follow-up questions to ensure you fully understand the client's concerns.

Based on my experience you should focus on: 1. Use Analogies and Metaphors: Analogies and metaphors can bridge the gap between technical jargon and everyday understanding. Compare complex technical concepts to familiar objects, processes, or experiences. 2. Simplify the Language: Avoid using technical jargon and opt for simple, straightforward language. Break down complex concepts into smaller, more understandable parts and explain them step by step. 3. Visual Aids and Demonstrations: Utilize visual aids like diagrams, charts, and infographics to illustrate technical concepts. Live demonstrations or interactive elements can also make abstract ideas more concrete.

Based on my experience you should focus on: 1. Understand the Client's Background: Before engaging with a client, take the time to research their industry, company, and role. Understand their specific challenges, goals, and where they stand in terms of technical knowledge. 2. Customize Your Approach: Adapt your communication style to fit the client's preferences and level of understanding. For instance, with clients who have a high level of technical expertise, you can delve deeper into technical details. 3. Active Listening and Feedback: Engage in active listening during your interactions to pick up on verbal and non-verbal cues about the client's understanding and concerns.

Based on my experience you should focus on: 1. Regular Check-Ins: Schedule regular check-ins with your clients to gauge their satisfaction and gather insights. These can be brief meetings, surveys, or even follow-up emails. 2. Act on Feedback: Show your clients that their feedback is valued by taking tangible actions based on their input. If clients suggest improvements or point out issues, work on implementing changes and keep them updated on the progress. 3. Two-Way Conversations: Encourage open and honest two-way conversations. Create an environment where clients feel comfortable sharing their thoughts and feedback.

An example of this when I learned this in my past. I had a prospect who invited someone new to the 3rd and final demo. He brought up GDPR questions (more than once) and I clearly wasn't addressing them to his satisfaction. I answered this last question and moved on in my demo. But my boss jumped in and said something like, "Joe, I can tell this is an area of concern for you. Can you tell me why?" Then Joe let is all out. He was dripping me objections one by one. Because my boss showed empathy and invited him to say more we were able to get to the root cause of the objections and finish the demo without further objections from Joe. I take that lesson with me into every demo now. If it doesn't feel right, address it.

Repetition through consistent engagement will allow you to improve your flow and deliver stronger messages. Something to keep in mind, slow it down and simplify your vocabulary. Having a slightly slower cadence in your delivery and keeping your word choices simple will prevent you from tripping up with what you are saying and will make you feel less rushed to get your thoughts out. Embrace taking longer pauses in between questions or topics to give yourself enough time to gather thoughts, formulate a response and deliver. Feeling comfortable with those dead-air silent moments is awkward at first, but it will go a long way towards improving your delivery.

Communication is critical for this job. It is important to practice: 1) with the team in a safe space 2) train outside for professional coaching