Wednesday, May 4, 2011

I’m a sales guy, I don’t know what to ask.

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Just kidding, but it does beg the question, if you don’t know, should you ask more questions or ask for help? I vote for more.

Let me explain. In the technical sales process there are questions that come up in discovery that often need a sales engineer to help answer. If you are the sales guy or gal and you identify one of these situations, what should you do? You have two choices, ask for more information or don’t.

If you don’t ask for more information the sales engineer has no information to come up with an answer, and if the answer is no, no time to come up with work around. So by asking for more information, you are able to get important information for your sales engineer. This information will help move your deal forward.