The art and work of pitching your products and services well, as an industrial sales engineer, is so important that we want to devote another article to it.

Read: How to PITCH Products & Services for Industrial Sales Engineers [Step-by-Step GUIDE]

In our previous article, we touched on the traditional “show up and throw up” method of selling for industrial sales engineer professionals. We discussed how this approach has become an outdated and ineffective approach.

In this article, we will delve into the shortcomings of this method and explore a more engaging and conversational strategy tailored for industrial sales engineer professionals. Drawing from a decade of experience, we’ll discuss how embracing a conversation-based approach can significantly enhance the effectiveness of your industrial sales engineer pitches.

Watch Kyle Milan’s video on the same topic here

The show up and throw up method for industrial sales engineer professionals involves bombarding potential clients with a pre-prepared presentation, covering everything from value propositions to case studies.

While this method might seem comprehensive, it often falls short of engaging the audience. Whether you are facing a single decision-maker or a room full of stakeholders, the risk of boring your audience remains high. The sheer volume of information presented can overwhelm and disengage, leading to missed opportunities.

Instead of following the traditional path for industrial sales engineer professionals, consider adopting a more conversational approach. This involves asking questions, actively listening, and tailoring your responses on the fly. By initiating a dialogue, you create an environment where clients feel heard and understood. This not only keeps them engaged but also allows you to address their specific pain points in real-time.

One of the key advantages of a conversation-based approach for industrial sales engineer professionals is the authenticity it brings to the table. Unlike rigid, rehearsed presentations, engaging in a dynamic conversation showcases your ability to adapt and respond genuinely. Authenticity builds trust for industrial sales engineer professionals. That trust is a crucial element in establishing long-term client relationships. Clients are more likely to trust a salesperson who appears genuine and responsive to their needs.

Many industrial sales engineer professionals rely on presentation decks filled with images, bullet points, and extensive information. However, a critical examination of these decks often reveals an excess of content that may not be relevant to every client. Instead of following this approach, enter meetings with the intention of having a focused conversation. Reserve detailed presentations for specific needs and utilize the power of conversation to uncover client pain points.

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How to Uncover Client Pain Points

Uncovering client pain points is an essential skill for industrial sales engineer professionals. Several strategies can facilitate this process. Active listening plays a crucial role, allowing clients to express challenges and needs without interruptions. Employing open-ended questions encourages clients to share details, fostering a deeper understanding of their specific concerns. Demonstrating empathy and understanding further enhances the conversation, creating an environment where clients feel heard.

The problem-centric approach involves directing discussions towards solving specific issues and highlighting the consequences of unresolved challenges. Leveraging industry knowledge positions the salesperson as an informed partner, anticipating common pain points in the client’s sector. Sharing past experiences and engaging in collaborative problem-solving discussions contribute to uncovering client pain points effectively.

Follow-up questions provide a comprehensive understanding of mentioned challenges, showcasing genuine interest. Presenting hypothetical scenarios related to industry challenges helps reveal pain points, and inquiring about current solutions solicits valuable feedback.

Ultimately, an industrial sales engineer who builds a trusting relationship is key to encouraging clients to share their concerns. By combining active listening, thoughtful questioning, and industry knowledge, industrial sales engineer professionals can uncover pain points and tailor their pitch to offer effective solutions.

Adapting on the Fly

The beauty of a conversation-based approach is the flexibility it offers. Rather than following a predetermined script, salespeople can adapt to the client’s responses and needs in real-time. If a client raises a concern not covered in the initial presentation, the industrial sales engineer can respond promptly, providing relevant examples or solutions. This agility creates a more dynamic and engaging interaction.

Getting to the Core

Initiating a conversation centered on the client’s top concerns is the key to effective technical sales. By encouraging clients to express their pain points and challenges, you can tailor your pitch to address these specific issues. This not only streamlines the industrial sales engineer process but also increases the likelihood of establishing a meaningful connection with the client.

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Deep Dive: How to Use “Yes” Moments to Close More Sales

As prospects make affirmative responses, they are moving into the sales zone. Industrial sales engineer professionals should begin with positive, introductory questions that establish an early agreement, setting a constructive tone for the conversation. Gradually build momentum by progressing to more specific questions, ensuring each one elicits a positive response, creating a flow of “yes” answers. Tailor questions to directly address the prospect’s needs and pain points, enhancing the chances of affirmative responses that resonate with their concerns.

An industrial sales engineer should incorporate hypothetical scenarios aligned with the prospect’s challenges, prompting them to envision favorable outcomes with your product or service. Frame questions emphasizing the benefits and solutions your offering provides, encouraging the prospect to acknowledge its value and increasing the likelihood of affirmative responses. When discussing pain points, ask questions that lead the prospect to acknowledge and agree with their current challenges, establishing a shared understanding and paving the way for effective solutions.

Periodically summarize the positive points agreed upon, reinforcing their affirmative responses and maintaining a mindset of agreement. Finally, close the industrial sales engineer conversation with an affirmative proposal, suggesting a solution that naturally aligns with the positive responses garnered throughout the discussion. This strategic questioning approach, coupled with a positive and solution-oriented tone, creates a conducive environment for successful sales interactions.

Conclusion

In the dynamic industrial sales engineer field, the show up and throw up method is gradually losing its relevance. Embracing a conversation-based approach not only keeps clients engaged but also allows sales professionals to demonstrate authenticity and build trust.

By focusing on targeted conversations, adapting on the fly, and generating positive momentum through agreement, industrial sales engineer professionals can revolutionize their approach and significantly improve their success rates. It’s time to move away from outdated methods and usher in a new era of effective, client-centered industrial sales engineer conversation-based pitches.

Ready to take your Industrial Sales Career to the Top? Enroll into Industrial Sales University!