Here's how you can handle your emotions as a sales engineer in high-pressure situations.

In high-pressure sales engineering scenarios, managing emotions is crucial. Start by maintaining a calm demeanor and focusing on problem-solving rather than stress. You need to take care of following things 1)Practice active listening to understand client needs thoroughly. 2)Prioritise clear communication to build trust and rapport. 3)Take breaks to recharge and maintain perspective. Embrace challenges as opportunities to showcase expertise and creativity. Finally, remember that setbacks are learning experiences; stay resilient and adaptable. By balancing technical expertise with emotional intelligence, you can navigate high-pressure situations effectively and achieve successful outcomes in sales engineering.

One step at the time. Always think what is the nest best step and act on it. The whole picture will become clearer whit every step you take.

High-pressure situations are almost the norm in sales ?? How do I prepare myself so I can handle these? 1. As SEs, we fell when we're under pressure when we're insecure about own product knowledge. So I try to learn my product inside out. I usually do this by having setting up several demos that show different product aspects and doing dry runs on these. 2. Receiving challenging questions or objections from a customer causes stress. I do a lot of role-play situations and analysis with my peers. We practice objections and handling them. 3. It's important to understand that, in customer interactions, we don't matter. It's about helping customers solve their challenges, not about our stellar performance. These thoughts helps me stay calm.

It's sounds like a cliché but stressful situations, if handled positively, help us grow. They force us to leave our comfort zone (where everything runs smoothly), face challenges and overcome them. When faced with customer objections or challenging conversation with own colleagues, I try to put myself in their shoes and understand their motivation. What's driving their behaviour? This helps me reframe my mindset and think about the end goal - helping a customer and getting closer to a deal. This way a stressful situation turns into a challenge to be solved. It turns into an opportunity to learn something new and grow my own skills, whether technical or soft skills. There's no downside to thinking positively in a challenging situation.

The most underrated soft skill in sales is showing honest empathy to customer's challenges. I also use body language to express it. When customer is speaking about the challenges or expressing concerns or objections, I do several things: 1. Look them in the eyes with neutral face (I don't smile, it may come across as arrogant) 2. Nod slightly from time to time, to acknowledge I'm actively listening to them 3. I don't interrupt them and I keep a calm, relaxed and approachable body posture (don't cross your arms in front of your chest) 4. When customer finishes, I take some time to think about I will say. It's crucial to be honest and natural. Active listening and showing empathy including body language has to be practiced daily.

Núcleos de associa??es podem ajudar demais o dia a dia do consultor. O que o ser humano tem mais medo nesse munto é a sensa??o de reprova??o. E é exatamente isso que o consultor de vendas acaba passando. Precisamos estar fortes e buscando sempre nosso auto conhecimento. Entendendo quais s?o nossas principais virtudes e entendendo que sempre vai haver alguém que valorizará isso.

Sales Engineers are highly-functioning individuals that do not need be managed on daily basis. So, in sales we often live in our own bubble. It can be a lonely job as we're usually working on our own patch of accounts and not crossing path with others. So, it's important to actively seek out support as it usually doesn't come on its own. Besides talking to my manager, I often reach out to my SE peers for a different perspective on handling a difficult situation like a challenging meeting, for instance. My support network consists of several other SEs I talk to on weekly basis (sometimes more often) and periodic group meetings in a safe space (without management) to vent and gain insights on how they're handling their difficult situations.

Stressful situations are part of this job, so handling them successfully is part of the job, too. My "secret" weapon to handling them is also using humour and a healthy dose of irony to deflate a challenging situations. And this is what I see often with my peers - battling stress with humour keeps us sane ?? It's important to keep a perspective on things. We're not surgeons operating in a life and death situations. We're selling enterprise tech. We're part of the sales team and we don't need to bear all the burden of the sales process on our shoulders. Be vocal, communicate, build support networks, stay calm, learn your product and be respectful to others and you'll do just fine.

One source of stress is the unknown and the fear of receiving an objection that you hadn't planned for. In the moment, the emotions can surge as you try to think of a response on-the-fly. One of the best techniques to buy time is to ask a question which takes care of two things: it gives you time to formulate a response, and it gives you more context so you deal with less of the unknown.