8 Ways For Salespeople To Get The First Call From An Engineer Every Time



This post is meant for all the Technical Salespeople trying to get more business from engineers.

When I worked as a design and manufacturing engineer, there were certain salespeople that consistently stood out in my mind. These were the people that I called time and again for advice and to whom I ultimately ended up giving the most money. Below are 8 ways to stay on an engineer’s mind.

8. Present products and services to your customers as tools, and not just something else to buy. Prepare powerpoint presentations, bring samples of relevant technologies, and do live demos of your products. Engineers are always interested in learning about new tools and ways to apply them.

7. Make yourself easy to approach about a problem. Be friendly and jovial in meetings but always very professional. This makes you seem dedicated to your job and interested in your customers’ needs.

6. Having an engineering or other technical background allows you to better understand engineering applications, and to relay problems to your supporting engineers. If you don’t have one, see if you can’t start to learn from your customers. Engineers love to talk about what they are creating.

5. If your product isn’t the best for an engineering application, let the engineer know and refer them to another supplier, even if it’s a competitor. They will appreciate and remember your honesty.

4. Introduce your customers to the application engineers in your office and encourage customers to call them about anything. These people can be very hard for an engineer to track down, and are a valuable resource beyond the initial sales contact.

3. New product catalogs are fun for engineers to browse through. The best suppliers keep all their product catalogs in their car, and bring the most relevant ones to customers’ offices when they meet. This is a great way to stay in front of an engineer.

2. Make sure your products are relevant to what the engineer does. Don’t waste your time if you don’t find relevant applications in your first meeting with an engineer. Just because you get an engineer’s contact info, doesn’t mean he or she will ever need to buy from you.

1. Present yourself as a resource and not just an order taker. You don’t need to sell something every time you speak with an engineer. Instead, tell the engineer about new products and services that your company offers, explain how they work, and how they could be applied to designs the engineer has worked on in the past.

What tips do you have for industrial salespeople?

Category: Engineering & Design, Industrial B2B Sales

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2 Responses

  1. Your methodology is totally unique and effective. Your idea that “Present yourself as a resource and not just an order taker” is truly brilliant.

  2. Pawel says:

    Thanks Brian. I’ve found your #8 to be especially true. I think it’s also important to note that some of the best industrial suppliers in the business do not have a sales force. No cold calls, no product presentations. Eschewing the direct sales route, and letting the quality of your publishing platform do some of the work is, I think, another way to inspire confidence in your product/company.

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