<h1 class="entry-title"><span>Learning Track:</span>Field Engineer</h1>

Duration: 26 hours

A key partner to the sales person is the Field Engineer. They may join sales calls or work independently. They can provide significant differentiation since they can build close working relationships with the customer user community and can often be a great source of customer insight. To be effective, Field Engineers need to be able to exercise a range of traditional sales skills. For example, discovering needs, relating solutions to those needs, presenting offerings, handling objections, discovering value data for the business case and uncovering informal power and influence.

This learning track is designed for Field Engineers, Sales Consultants and other non-sales people who are in regular direct customer contact alongside a sales professional. The aims of the Field Engineer learning track includes equipping attendees with the skills to be a ‘sales accelerator’. This means:

  • Helping to build deep customer insight
  • Being able to ask focused, relevant questions
  • Gather key data that may be difficult for sales people to obtain
  • Discovering business and technical needs
  • Quantify value, early for sales qualification and later for the business case
  • Understand how to use influence to steer customers towards their solutions
  • Being able to deliver impact-full presentations that creates an emotional response
  • Handling technical objections more effectively

Field engineers, besides being subject matter experts are also additional eyes and ears for sales people. With customers, the barriers are often down. They can quickly gather data that might be impossible for their sales colleagues. They may not always carry a direct quota, but to maximize their effectiveness, they need to possess similar sales skills to their account manager colleagues.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

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WHY eLEARNING

Enabling sales people to develop and refresh their skills without leaving the field.

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BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.