Let\u2019s dig into this a bit with the 4\/1\/1<\/span><\/p><\/div>

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4 Random Thoughts From Me:<\/strong><\/h2>

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1- Put yourself in their shoes. What is their job? My customer\u2019s job is to test their equipment so they can help their customers. Their job is not to buy from me. They need my product to help them do their job, but not more than that. So when you reach out to customers, talk to them, know that even though it\u2019s your priority to help ease their pain by selling your product, they might have multiple pains which have a higher priority than what you can help with.<\/span><\/p>

2- If you break a person\u2019s trust, it\u2019s much harder to get it back. I shared a story on LinkedIn of a recent experience when I assumed something about my customer and provided a solution that although would work for them, they hated one aspect of it. It broke the trust and I had to work extra hard to gain that trust back<\/span><\/p>

3- When I work with customers, I am not thinking that I should build trust. I\u2019m focused more on helping the customer and building a complete relationship with them. I\u2019ve become friends with some and not with others, but they all know now that I will go to great lengths to help them (not at the expense of my employer obviously). This has made my job so much easier. If I say something, they know it to be true.<\/span><\/p>

4- Saying NO is a big trust builder. I\u2019ve been working with one customer who has been asking for a specific feature. Lots of back and forth and they were holding up deciding until they hear about the feature. I jumped on a call with them and informed them that the product they are using doesn\u2019t have new features coming in often. So it\u2019s highly likely that the feature they are asking for will not come in, and they should make a decision based on that. You can feel the immediate trust built on the phone. I was thanked for my honesty and it felt strange to them. We got one of 2 orders from them, although the second order\u2019s status is still unknown\u00a0<\/span><\/p><\/div>

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1 Tool:<\/h2>

I mentioned the SE Hotline in a previous email. This is a place where once you sign up, you would have your dedicated coach. Someone you can message at any point to discuss what you are going through. Someone to guide you on how to achieve your goals as a Sales Engineer. If this sounds interesting, check out the Beta Site below. We are looking for Founding members to be our first clients and help streamline the process.\u00a0<\/span><\/p>

SE Hotline<\/span><\/a><\/span><\/p>

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1 Quote:<\/h2>

\u201cTrust is earned when actions meet words.\u201d \u2013 Chris Butler<\/span><\/p><\/blockquote>

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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<\/i>\n\t\t\t\t\t\t\t\tShare 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

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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<\/i>\n\t\t\t\t\t\t\t\tShare 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

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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<\/i>\n\t\t\t\t\t\t\t\tShare 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

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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<\/i>\n\t\t\t\t\t\t\t\tShare 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

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