Selling for Engineers: Secrets of Sucessful Closing Revealed

Secrets of YOUR Success

Selling for Engineers was written by Robert Seviour to describe his interesting idea that engineers and sales professionals share many mental characteristics.

The competent engineer, Robert says, is a man who sees a problem and itches to solve it, as a result of which he makes a device.

Similarly - in Robert's view - the top sales professional sees a customer's problem and itches to fix it, as a result of which he sells a solution.

Closing Techniques

In fact, if one takes Seviour's premise to its logical conclusion, the only real mindset difference between a first class engineer and a top salesman, is that the sales professional will "close".

Engineers typically do not close, because they don't see the need for "closing" skills, and therein, says this top European technical sales consultant, lies the reason that engineers usually need a little help in acquiring sound sales skills to help them "get the order".

So What Makes for a Skillful Close?

For many engineering professionals, the hard part of the job is actually asking for the order. We are comfortable talking to a potential customer about whatever the trouble might be, but then we expect that person to be able to see for themselves that we can take care of the problem for them.

Well, maybe they do see that, but usually they still need to be asked if they want our help. So... we both sit there, because the customer is waiting to be asked to place an order, and the engineer is waiting to be given an order.

What's the quick and easy way out of this impasse? If you want to get, absolutely free, 7 top closes which will bring your orders rolling in, just click here