Empower your engineering team with customer focused selling for engineering

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are you an engineering you're looking to break into sales in this video I'm going to tell you exactly how to start to reality [Music] [Music] yeah it's one what's up guys Kyle Milan here and I'm at the MDM Minneapolis tradeshow and I've got a ton of messages about people in engineering that want to get into sales so in this field I'm gonna break it down into a couple simple steps step number one you need to look at your personality do you have a sales personality are you outgoing so you know from the engineering standpoint there is that stereotype a lot of engineers don't have the outgoing personality they wouldn't be able to be as communicative or outgoing when it comes to talking to see people or approaching people you have to check yourself I've got to be out there about how you can make a lot of money in sales maybe your personality isn't the right fit maybe you're just looking at the money and saying that I could do sales and it's not for everybody look at your personality first are you comfortable talking to random people can you smile when you're talking are you willing to call somebody and do cold calls cold visits walk up to a stranger ask them for business look at your personality first number two you need to focus on your non-technical skills in the industrial manufacturing world of Sales Engineering too many companies are focusing on the technical side you can reference the videos about show up and throw up there's all these companies that have sales people go in and they just throw up all this technical information on if you have an engineering degree or engineering background that is your comfort zone that is your safe place you're always gonna go back there when you feel uncomfortable so much so you have to focus on the non-technical side of selling sales is eighty percent people twenty percent technical so focus on reading books about sales learning about triggers of negotiation learn about how to be how to be a better person a public speaker things like that you have to focus on the non technical side because that is what's gonna separate you from most of the other people in the industry you go to technical when you need to and you bring up technical and you need to but do not focus on that as a skill set learn to hone your skills in the the people side of the business alright number three you need to come to the grips that you need to look at an entry level position potentially if you're fresh out of school and you have an engineering degree you may be built you may be able to make 60 70 80 $90,000 as an engineer you are not gonna make that as a salesperson when you first get started you have no experience you're completely green when I've talked to other videos about people getting paid 80 90 100 thousand dollars as a base salary in sales those are people with already have some experience you have to swallow your pride swallow your aggression for income and understand that you're probably gonna be looking at maybe 45 to 65 thousand dollar base salary which is less than you would get as an engineer but you're not an engineer you're a sales engineer so that's a starting point you're gonna be green with zero experience companies are taking a risk to teach you their process teach you their technical stuff and have you go out and sell in all reality they may not know if you're good enough for three to six months so if they're gonna take a risk on you they have to understand you have to understand that you have no experience no matter how good you're gonna sell yourself in the interview you have no experience so you have to be willing to accept less money it's not gonna be 80 or 90 thousand if you currently are an engineer and you're making 70 80 90 thousand dollars this could be a step back for you so you have to really think about that if you really want to get the big money in sales you've got to look at a long term play suck it up for a couple years and make less money in the short term on a base salary because you're gonna really make way more with Commission and way more and the years down the road in the long term alright point number four you need to be able to absorb and learn everything that you possibly can from the people at the company that are above you talk to the other salespeople learn about your product don't focus too much on it but learn about the pot learn about the accounts who are you going after who's in the industry who do you know that work at other companies who's doing a lot of stuff who's doing heavy with marketing what is their value proposition how are they selling are they making videos absorb everything around you and try and learn learn from the people standpoint - because sales is 80% people 20% technical we need to learn how to talk to people always reading books watch videos on YouTube take an online course that you have to follow people that are inspiring that are that you feel are good at sales or have programs and absorb absorb absorb as much as you possibly can because your technical stuff is gonna be easy the people side is where you'll struggle all right the fifth one and probably the most important is you have to hustle if you are in the younger generation I'll let you know that the the older guys the veterans are a little bit less likely to hustle because they are comfortable you have to be willing to make phone calls not take no for an answer don't just follow up once or twice you got to follow up seven eight nine ten times before you can know if that lead is dead if that person doesn't want to buy for you or has no interest you have to hustle grind day-in day-out once you get some customers and some orders you start to build up that book of business your commission hopefully you have a plan will start rolling in for years to come and it's gonna be all worth it because you're building this giant mountain of business so you have to hustle hard be willing to do the late-night hours be willing to travel on weekends if you have to travel during the week drive as far as you have to drive make the phone calls do whatever you need to do to get attention and to stand out and to be knocking on doors but don't just focus on one method look at every different way of talking to people communicate as much as you possibly can because it will be worth in long-run so if you guys got value out of this content hit that like button we've got a lot of videos that we're gonna be publishing from this MV in n Minneapolis show be sure you subscribe to the channel and we'll see you on the next one