How can technical specifications help you build customer trust?

1 Benefits of technical specifications

Technical specifications can help you build customer trust in several ways. First, they can show your credibility and expertise as a sales engineer. You can use technical specifications to explain the logic, design, and engineering behind your product, and how it meets the industry standards and best practices. Second, they can show your customer's needs and expectations. You can use technical specifications to align your product with your customer's goals, challenges, and pain points, and show how your product can address them. Third, they can show your product's value and differentiation. You can use technical specifications to highlight the features, benefits, and advantages of your product over the competitors, and how it can deliver the desired outcomes and results.

2 How to write technical specifications

Writing technical specifications requires tailoring them to your product, customer, and sales situation. However, some general guidelines can help you create effective technical specifications. For instance, use clear, concise, and accurate language that your customer understands. Additionally, visuals such as diagrams, charts, and tables can illustrate product features and functions. Examples, use cases, and scenarios can demonstrate how your product works in real-world situations and solves problems. Data and evidence can support claims regarding reliability or quality. Finally, feedback from reviews or testimonials can show your product's satisfaction and trustworthiness among customers.

3 How to present technical specifications

Presenting technical specifications requires engaging your customer, listening to their questions and concerns, and addressing their objections and doubts. To do this effectively, it’s important to use a logical and structured format. Start with an overview, then go into the details, and end with a summary and call to action. Speak to your customer as a partner, not as a lecturer. Show your interest and empathy by using questions, stories, and anecdotes. Additionally, take a balanced and objective approach. Be honest about the product's strengths, weaknesses, opportunities, and threats. Acknowledge your customer's alternatives and explain why your product is the best fit for their situation. Finally, customize the presentation to their specific needs and preferences. Highlight the features and benefits that matter most to them, and demonstrate how your product can help them achieve their goals.

4 How to follow up on technical specifications

Following up on technical specifications is not a one-time event; it requires consistent communication throughout the sales cycle. You should use timely and consistent communication with your customer, anticipate their needs, questions, and concerns, and work with them as a team. Additionally, it’s important to be proactive and responsive in your attitude, provide value-added and outcome-oriented service, and help the customer navigate the decision-making process. Ultimately, using technical specifications as a powerful sales tool can help you build customer trust, showcase your product, and close more deals.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?