What do you do if your clients struggle to understand your problem-solving process as a Sales Engineer?

If clients struggle to understand your problem-solving process as a Sales Engineer, simplify your explanations and align them with the client’s level of technical expertise. Use clear, jargon-free language and practical examples that relate directly to their specific problems. Visuals like diagrams or flowcharts can be particularly effective in explaining complex processes. Also actively ask for feedback to make sure they are understanding and adjust your approach based on their responses, making the conversation more interactive and client-focused. This will help bridge the gap between technical details and practical business solutions, fostering a clearer comprehension and stronger client relationships.

When clients/prospects find it difficult in understanding my solution process, I try to simplify my language. I break down technical jargon, use relatable examples, and avoid industry-specific terms. I prefer using stories and use cases and see how client can co-relate their problem with my stories. By communicating clearly and concisely, I ensure clients understand the value of our solutions.

As a Sales Engineer it's important to understand your client's level of technical knowledge and adjust your explanations accordingly. Some clients may need more detailed explanations, while others may prefer a high-level overview. It's important to know and understand your audience to tailor your explanations/presentations to a style that fits that audience.

When clients do not understand a solution process, try breaking the conversation into smaller pieces and use a building-block approach. Try to not use unfamiliar acronyms, and ensure you are listening actively. Ask questions to ensure understanding before you move from one element to the next. Follow up within a reasonable amount of time - this is important to your credibility.

Actualmente la atención al cliente es personalizada, se interactua con un lenguaje didáctico y dinámico, soportapor imagenes, videos, etc. orientado a las caracteristicas del proyecto y del modelo de negocio del cliente.

Picture speak thousand words always use a simplified example compare to simply life situations everyone knows and understands

A well structured slideshow can be a strong visual aid that helps break down complex processes so clients or prospects can better understand the principles you are describing to help solve their challenges.

It is proven fact that we understand better when we see/visualize things. So that as a person from automotive engineering I always show customers basic sketches what is on my mind, then it turn to a 2D/3D models then small video (like how it is going to assemble) then a proto parts. So that customer can see from idea to real life part. That will not only creat trust, reliability also make understand easily.

Actualmente el medio con mayor porcentaje de comunicación con los clientes es el whatsapp. Para interactuar a través de este medio se preparan imagenes, diagramas, videos, etc. con palabras tips (para ubicarlos rápidamente) la secuencia de interacción con el cliente y se le va acompa?ando en el proceso de pre-venta, venta y post-venta.

There are multiple problem solving methodologies such as Six-Sigma, Lean, Root Cause Analysis etc. Using any of them those methodologies gives you exact project steps which can be understand better at customer side. Also that help them to embrace the solution also involve the solution. Which creates a synergy which can creat win-win situation for both sides.

Think of it this way - you could try to make Lord of the Rings into one 2 hour movie but it would be extremely difficult to capture all the nuances and characters along with the why of it all. The same applies to your solution, your demo and overall process - focus on what's important - focus on the audience you are targeting and then break your solution and value down into those manageable steps.

Sometimes the prospect won't be great at articulating if there is a misunderstanding, in addition to paying attention to their concerns/questions, it is important to look for extra long pauses, looks of confusion, changes in tone of voice, etc. Based on those cues, an SE should look to stop the conversation at those moments and ask questions to ensure everyone is on the same page. If not, this is a great opportunity to go into explaining the problem solving process otherwise the prospect might be lost at the end of process. Asking when signs of not understanding appear is best to help get the prospect back on track.

Your customers will understandably want to see examples of where you have solved similar problems for other organisations. This is why case studies and analytical data (including benchmark results and ROI & KPI expectations) are so important to demonstrate how effective your problem-solving process really is. After all, a flashy sales demo may help you to get a foot in the door, but you will need solid evidence in order to convince your customers that you can truly deliver on their expectations.

El ejemplos de casos similares será posible según la experiencia para que esta sea dinámica, didáctica y comprensible, esto brinda mayor confianza al cliente en cuanto al expertise de la empresa y su representante que lo está atendiendo.

In my experience, sharing similar case examples with clients or prospects is one of the most effective ways in highlighting how the company has experience in solving similar challenges, the fit of its technology, and more context on the effectiveness of the approach. The concepts of the technology is typically only one aspect of the selection process for companies, so sharing success stories gives more credibility to the company, its technology and delivery methodology.

Examples, especially real life examples, are one of the most effective way to explain things to customers. Any problem you already solve at another customer can be a great referance point to show that you are capable to solve problems and creats trust between you and customers.

Apart from examples of similar cases, demonstrations can also be provided so that it is clearer and you can see and imagine what the results of solving the case will be.

Actually, based on my experience, the most important thing is to create confidence with the customer. Further from the understanding of the process, the confidence allow customer to rely on your professionalism, even without having the clear idea of the problem-solving process. To get on this, you need to be in permanent and honest contact with your customer letting him create real expectations on the next steps instead on telling them only what you think they want to hear. Thus, your customer will really on you even in the middle of difficulties knowing that you are honest and are trying your best even in the middle of big trouble.

This is in effect tied to the previous suggestion in 5 but also a process you should take beyond just the confines of a single demo or call. Take a PoC for instance - this is something that you need to have a knowledge session to provide that initial training, check-ins through differrent channels and gather feedback on not just what their understanding is but how the goals are progressing. Compress the idea - and apply it to a demo - monitor the audience, their attentiveness and interactivity - and then adapt accordingly.

Demonstra??o é uma forma de apresentar ao cliente o processo para resolu??o de problema enfrentado, com resultados práticos, o cliente consegue criar o paralelo com que é disponibilizado normalmente verbal pelo vendedor. Muitos clientes s?o visuais, observam as possíveis vantagens do produto ou do servi?o, olhando na prática a solu??o a ser implementada.