Here's how you can effectively address objections from potential clients in a sales engineering interview.

Don't be Fake... Its not you or your product, they like what they like and probably already have someone they are working with. They already know if they want to use you or not, your answer is irrelevant. Focus on how your solution benefits them and stop thinking there is some magical way to win over customers.

Listening with focus, is a dying art with everyone's ever shortening attention span. Nurture the habit of active listening and not just hearing what the prospect is saying. Even if the prospect is objecting on a problem that your solution doesn't have or will be solved soon, do not interrupt and do not start formulating your reply immediately. Instead allow the prospect to express the concerns in their words with their stories and their 'whys'. Getting to the root of their 'why' would be key. It is great to seek clarification and provide cues to the prospect that you are following their words and understanding where they are coming from.

If I have learned anything in sales, it's that objections come from unanswered questions. Active listening is the best way to get to the root of the objections. Listen to understand rather than to respond. The delight is in the details if you are listening carefully.

In a sales engineering role, I would listen carefully to understand their concerns fully. Here's what I would do: - Respond with empathy and validate their viewpoints. - Use data and case studies to demonstrate how your solution can effectively resolve their specific issues. - Offer to customize features or provide additional support if necessary. - Practice active listening and maintain a consultative approach, focusing on building a relationship based on trust and expertise, rather than simply making a sale. Let me know if this helps!

I repeat what I heard a bit differently to confirm understanding. This shows I’m genuinely concerned about their objection and I’m engaging as an advisor.

Building empathy is key to establishing a personal connection in the selling process. If appropriate, share relevant personal experiences where you or someone you know faced similar challenges. This helps humanize the interaction and shows that you understand what they're going through. Sometimes it may be more appropriate to keep the focus on the customer's experience. You can still build empathy in these situations by validating their feelings and acknowledging the customer's emotions.

Technical individuals often gravitate towards one another. It's common for the customer's technical team to have preconceived decisions, given their grasp of the offered technical features. It's essential to recognize their pivotal role in the process.

una técnica para poder ser empático con el cliente o prospecto es "mimetizar" sus gesticulaciones, movimientos etc, si identificas una situación similar por la que esta pasando el cliente o prospecto, puedes aportar, de esta manera el cliente sentirá que ha sido comprendido, generando un ambiente de mayor confianza.

Some great training I received (LACE - Paul Bramson) is to clarify even words you believe you know the definition of. For example, if a client said, "An active redundancy is important to us." You might acknowledge by saying "Redundancy is important to you." Then clarify by asking a question. "Will you help me understand what redundancy means to you?" You might be surprised by their reply. Words can have different meanings to different people. Your goal is to understand. It will help you Explain the right thing.

Successful management of objections relies on your mastery of your product's capabilities as a sales engineer. Frequently, customers make decisions based on the confidence and expertise reflected in your responses.

I completely agree. “in your mind, what are the big things missing here?” Using plain English and not acronyms and internal/industry terms is important. This ensures the communication is reliable.

un error muy común que cometemos al momento de saber si una persona tiene una duda después de haber explicado un tema, es referirnos a la persona con la pregunta "?me entiendes?", es mas correcto preguntar o decir "no se si me he logrado explicar", o "si me explico"

Explain the objection as you heard it, the details they provided to you in discussion, then go back and show them where the solution your are presenting addresses those concerns. It helps to reiterate pertinent details that they may already know.

explain how you understand every objection they voice. Give a detailed explenation on every objection based on physics and the offerings benefits where we meet and / or outperform the customers needs , either higher production, tighter tolerances, less scrap, better commucation ect. shorter tiem to market.

The biggest difference between technical sales with other sales activities like retail is that a person who represent a company is an engineer who is going to interact and encounter another engineer mostly or better to say technical person. so, the more technical proven evidence you have, the more chance to overcome the obstacles and objectives. Its perfect to be equipped with mutual-accepted Certificates, Statistics, Test-results and products achievements to beat the negotiation and ensure the counterpart that the offered product is the exact solution to fulfil their expectations and solve their problems.

Furthermore, offer your personal insight and experience, if available, from having resolved similar challenges in the past. Providing a customer testimonial, or ideally, arranging a guided site visit to a customer deployment, can be decisive factors in winning deals.

Most solutions have modular pieces that you can modify/customize for just this purpose. Show them where things can be modified to fit the need.

a veces, el producto o servicio que ofreces no soluciona la necesidad del cliente en ese momento, pero si tienes la intención verdadera de ayudarlo, sugerirle o recomendarle otro proceso, producto o servicio que pueda satisfacer esa necesidad lo habrás ayudado mas en ese momento, generado un vinculo aumentando la posibilidad de que para la próxima que requiera de tu servicio, serás la primera persona en que el cliente piense.

Being curious and getting to the root of the objection is key. Never assume that you know why they have the objection they have. Ask questions, get them to elaborate. There may be things that your software absolutely can't do, but often you can diffuse the situation by understanding exactly what is important to your customer and focusing on that.