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{"id":2588,"date":"2020-07-27T01:00:00","date_gmt":"2020-07-27T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2588"},"modified":"2020-07-27T01:00:00","modified_gmt":"2020-07-27T06:00:00","slug":"119-other-centered-selling","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/119-other-centered-selling\/","title":{"rendered":"#119 Other-Centered Selling"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2588\" class=\"elementor elementor-2588\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-423850f3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"423850f3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-170a546e\" data-id=\"170a546e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-14b3f4af elementor-widget elementor-widget-spacer\" data-id=\"14b3f4af\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a773b5e elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"a773b5e\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#119 Other-Centered Selling<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7bbfe941 elementor-widget elementor-widget-html\" data-id=\"7bbfe941\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6775c171 elementor-widget elementor-widget-spacer\" data-id=\"6775c171\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6cd388eb elementor-widget elementor-widget-image\" data-id=\"6cd388eb\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"771\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-1024x771.png\" class=\"attachment-large size-large wp-image-2589\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-1024x771.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-300x226.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-768x578.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-1536x1156.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/119-2048x1541.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2dee62ac elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2dee62ac\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1cfd09fd\" data-id=\"1cfd09fd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-44989458 elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"44989458\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d84199a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d84199a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-77b66a43\" data-id=\"77b66a43\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1205ee79 elementor-widget elementor-widget-spacer\" data-id=\"1205ee79\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-48200050 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"48200050\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-36c91066\" data-id=\"36c91066\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-114d4d6 elementor-widget elementor-widget-html\" data-id=\"114d4d6\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/15354569\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e3e3e2\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5de93ed3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5de93ed3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-57313b5b\" data-id=\"57313b5b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e19c06 elementor-widget elementor-widget-spacer\" data-id=\"e19c06\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3f1a664 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3f1a664\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-22894b3\" data-id=\"22894b3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bcd9224 elementor-widget elementor-widget-video\" data-id=\"bcd9224\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/CeaRkas458w&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-133d234e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"133d234e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1c47485f\" data-id=\"1c47485f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6bfd6908 elementor-widget elementor-widget-text-editor\" data-id=\"6bfd6908\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">We\u2019re excited about today\u2019s show because we actually have a repeat guest with us along with a new guest, and this episode is packed with so many great takeaways about a concept called OCS (which is the title of this episode), putting others\u2019 needs before our own, dropping the rope, and providing value and service before selling. Our guests share their valuable insights on relationships between account executives, system engineers, and sales leaders as well.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Scott Cassidy is the VP of Aslan Training &amp; Development, a sales company that\u2019s been around since 1996, specializing in helping inside sales reps, sales leaders, and they\u2019ve been helping some of the largest companies from a customer service perspective to some of the largest financial firms.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">This is Chris White\u2019s fourth appearance on our show, and we\u2019re very glad to welcome him back. He\u2019s the author of the book Six Habits of Highly Effective Sales Engineers and runs a sales training company called Demo Doctor and is also a certified ASLAN instructor as well.<\/span><\/p><p><span style=\"font-weight: 400;\">Scott and Chris have known each other for about 36 years and fun fact: They were even voted best friends back in high school. After a couple of years of losing contact, they reignited their friendship several years back and are now great working colleagues.<\/span><\/p><p><span style=\"font-weight: 400;\"><br \/><\/span><b>Key Takeaways<\/b><\/p><p><span style=\"font-weight: 400;\">Jump into the show and learn about:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why a lot of companies struggle to understand why their sales engineers aren\u2019t more comfortable and better at sales even when they undergo sales training<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">And why Chris thinks there is a need for SEs to undergo OCS-based training\u00a0<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What other-centered selling (OCS) is all about and why it\u2019s the foundation Aslan is based on<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why sales reps often get a bad rep (or the negative connotations associated with being a salesperson) and what we can do to fix that<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The servant salesmanship mindset<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How everyone can actually benefit from an OCS or other-centered approach, whether you\u2019re in the sales profession or not<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Putting someone else\u2019s needs before your own and the concept \u201cDrop the Rope\u201d<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How can you change a salesperson\u2019s mindset from \u201c<\/span><i><span style=\"font-weight: 400;\">I wanna sell, sell sell\u201d to \u201cserve, serve, serve<\/span><\/i><span style=\"font-weight: 400;\">\u201d?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Trying to understand the problems their customer is trying to solve instead of thinking what can I sell<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The 2 P\u2019s when talking to a customer: you need to relieve the pressure, and they need to feel that they are the Priority<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Using the \u201cbecause you\u201d philosophy is so powerful because it shows that you were listening and that you care enough to apply what you learned to solve the customer\u2019s problem<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Importance of communication, putting others\u2019 needs first before your own<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The right way to be inquisitive and the right mindset before asking questions<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why you cannot fake being other-centered<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The pitfalls or caution we need to take when trying the OCS approach for the first time<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How to lead with empathy \u2013 understanding where the other person is coming from<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The Cornerstone principle and how you can apply it to sales<\/span><\/li><\/ul><p><b>Quotes:<\/b><\/p><p><span style=\"font-weight: 400;\">Scott on how we all can apply the other-centered approach in our relationships and in selling:<\/span><\/p><p><i><span style=\"font-weight: 400;\">\u201cIf I seek first to understand the other person\u2019s point of view, then I am more likely going to be able to express my point of view, and then I will be able to potentially influence them. So, whether you\u2019re a salesperson or not, you do have to influence people to get your job done, whether it\u2019s internal within your company, whether it\u2019s with your spouse or whether it\u2019s with your church, you have to be able to influence people and this other-centered approach will work better than anything else I\u2019ve seen.\u201d<\/span><\/i><\/p><p><span style=\"font-weight: 400;\">Christ on what Dropping the Rope is not and what it really means:<\/span><\/p><p><i><span style=\"font-weight: 400;\">\u201cDrop the Rope is not giving up. Drop the Rope is not being any less passionate of your solution or being any less passionate about what you believe is the right thing for your customer. Drop the Rope is not avoiding difficult conversations. Drop the Rope is simply acknowledging that the person is free to make a decision and recognizing that we can\u2019t force them into a place. It\u2019s how we approach the conversation in an other-centered way.\u201d<\/span><\/i><\/p><p><span style=\"font-weight: 400;\"><br \/><\/span><b>Not So Fire Round<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><b>1. What do you love the most about being in your respective careers?<\/b><\/p><p><span style=\"font-weight: 400;\">Scott: The pride of my career comes from all of the people I hired, promoted, and moved through the organization that I see successful on Linkedin today and look at it and just know that I had some small part in that. I\u2019ve also learned a lot throughout my career about what to do, how to lead and what to and I bring that every day, and I know that being other-centered both with your teammates and your customers is the only way to do it.<\/span><\/p><p><span style=\"font-weight: 400;\">Chris: When I get a random email or Linkedin message from someone who says \u201cHey, I read your book or listened to one of your videos and it had such an impact ton me, it\u2019s changed the way I looked at my job\u201d and I had a couple of people go through my program and just to see that impact that I\u2019m having on people in their professional and personal lives is just unbelievably satisfying.\u00a0 <\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><b>2. What are some preconceptions or misconceptions within the sales teams or organizations that you would want to change with the flick of a wand?<\/b><\/p><p><span style=\"font-weight: 400;\">Scott: Mindset. When things are not going well in a selling organization, there\u2019s a lot of things that could be at the root of that. Sales training is not always the answer. The misconception is that sales training can solve all that. But it can\u2019t. You\u2019ll never find the right solution unless you identify the problem and talk about it with people that are experts in solving that problem and to me, that\u2019s the misconception. An other-centered approach will get to that, they will understand what the compelling event is, what\u2019s the actual problem we\u2019re trying to solve. They will decide whether they are able to solve the problem or make a recommendation to do something else.<\/span><\/p><p><span style=\"font-weight: 400;\">Chris: The assumption and misinterpretations that people make about the people that they work with sales engineer-account executive relationships are enormous and they\u2019re much bigger than what people aren\u2019t even aware of. If they can take the time to ask themselves what their assumptions are and the interpretations of what they\u2019re seeing and put that on the table, I think they would be amazed at some of the problems and miscommunications that would disappear, and they\u2019d be amazed about what that would do to their performance and effectiveness.<\/span><\/p><ol start=\"3\"><li><b>Are there any books, tools, resources that you can recommend to sales engineers?<\/b><\/li><\/ol><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Instant-Influence-How-Anyone-Anything-Fast\/dp\/0316083348\/ref=as_li_ss_tl?_encoding=UTF8&amp;qid=1583692641&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=e950ea859edfe0af70644582e74280ec&amp;language=en_US\"><span style=\"font-weight: 400;\">Instant Influence: How to Get Anyone to Do Anything &#8211; Fast by Michael Pantalon PhD<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/1416549005\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=1843835714f93b0da10c9f58df4739f8&amp;language=en_US\"><span style=\"font-weight: 400;\">The SPEED of TRUST: The One Thing That Changes Everything by Stephen M.R. Covey<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Power-Habit-What-Life-Business\/dp\/081298160X\/ref=as_li_ss_tl?crid=1LDH3FVR0JLZ0&amp;keywords=the+power+of+habit+by+charles+duhigg&amp;qid=1556790761&amp;s=books&amp;sprefix=the+power+of+habit,stripbooks-intl-ship,168&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=3360e298fd8ee99184f683b9ce69629b\"><span style=\"font-weight: 400;\">The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/0578521903\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=16f18d1bffaa1b41195c53aac8c475b0&amp;language=en_US\"><span style=\"font-weight: 400;\">The Six Habits of Highly Effective Sales Engineers by Chris White<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/1594631905\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=51d5d689c891a9e11fa50bea1f949b38&amp;language=en_US\"><span style=\"font-weight: 400;\">To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.linkedin.com\/pulse\/what-should-i-do-4th-quarter-my-career-p-scott-cassidy\/\"><span style=\"font-weight: 400;\">What to Do with the 4<\/span><span style=\"font-weight: 400;\">th<\/span><span style=\"font-weight: 400;\"> quarter of My Career on Scott\u2019s Linkedin<\/span><\/a><\/span><\/p><ol start=\"4\"><li><b> What separates great sales engineers from the not so great ones?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">Chris: Developing the mindset of other-centered selling, becoming comfortable with sales, and recognizing the notion that to serve is to sell.<\/span><\/p><p><span style=\"font-weight: 400;\">Scott: If you take the time to stop selling and focus on the receptivity of your customer, that soil, make sure they&#8217;re receptive to your message before you start dropping your value proposition on them, you will have a lot of success.<\/span><\/p><p>Additional Links<\/p><p><span style=\"font-weight: 400;\">Listen to Scott on the sAles with Aslan Podcast, or check out his company\u2019s website: <span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.aslantraining.com\/podcast\/\">sAles with Aslan Podcast with Scott Cassidy<\/a><\/span><\/span><\/p><p><span style=\"font-weight: 400;\">Get Chris\u2019s book on Amazon:<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0578521903\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=16f18d1bffaa1b41195c53aac8c475b0&amp;language=en_US\"><span style=\"font-weight: 400;\">The Six Habits of Highly Effective Sales Engineers by Chris White<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">\u00a0You can also download the first chapter of the book for free at <\/span><a href=\"https:\/\/demodoctor.com\/freechapter\"><span style=\"font-weight: 400;\">https:\/\/demodoctor.com\/freechapter<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">And if you think your friends or someone you know might find this episode useful, please share this podcast with them \u2013 we\u2019d really appreciate it!<\/span><\/p><p><a href=\"https:\/\/www.linkedin.com\/in\/p-scott-cassidy-1858141\/\">Connect with Scott<\/a><\/p><p><a href=\"http:\/\/linkedin.com\/in\/chris-white-b0079b5\">Connect with Chris<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ca8931c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ca8931c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8c5afab\" data-id=\"8c5afab\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4ca4d08 elementor-widget elementor-widget-image\" data-id=\"4ca4d08\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"960\" height=\"960\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/Chris-and-Scott.jpg\" class=\"attachment-large size-large wp-image-2591\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/Chris-and-Scott.jpg 960w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/Chris-and-Scott-300x300.jpg 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/Chris-and-Scott-150x150.jpg 150w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/Chris-and-Scott-768x768.jpg 768w\" sizes=\"(max-width: 960px) 100vw, 960px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-11e59900 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"11e59900\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4f7c5ee0\" data-id=\"4f7c5ee0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-20c63c52 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"20c63c52\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-5012 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-becoming-a-sales-engineer tag-customer-office-hours tag-demonstrating-workflows tag-educating-customers tag-managing-our-work-time tag-managing-the-schedule tag-presales tag-ramzi-marjaba tag-sales-engineer-organization-structure tag-sales-engineering tag-solutions-engineer-vs-sales-engineer tag-supporting-the-customers tag-training-new-account-managers tag-tremble tag-we-the-ses tag-working-with-customers tag-working-with-product-management tag-working-with-sales entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/205-sacrifice-and-dedication-have-a-great-payoff\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png\" class=\"attachment-medium size-medium wp-image-5016\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#205 Sacrifice and Dedication Have a Great Payoff\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3fd3fbac elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3fd3fbac\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6c7968dd\" data-id=\"6c7968dd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-655ed0ab elementor-widget elementor-widget-shortcode\" data-id=\"655ed0ab\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1af8e387 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1af8e387\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-787993fa\" data-id=\"787993fa\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7764bf24 elementor-widget elementor-widget-html\" data-id=\"7764bf24\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-642fd320 elementor-widget elementor-widget-text-editor\" data-id=\"642fd320\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d581547 elementor-widget elementor-widget-html\" data-id=\"4d581547\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-722a1ee2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"722a1ee2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-795b3001\" data-id=\"795b3001\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Scott Cassidy is the VP of Aslan Training &#038; Development, a sales company that\u2019s been around since 1996, specializing in helping inside sales reps, sales leaders, and they\u2019ve been helping some of the largest companies from a customer service perspective to some of the largest finance firms. 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