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Your client doubts the technical solution's feasibility. How can you convince them it's the right choice?

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Understanding your client's reservations about a technical solution's feasibility is crucial in your role as a sales engineer. It's your task to bridge the gap between the technical aspects of a product and the client's business needs. When faced with skepticism, you must not only reassure your client but also demonstrate why the solution you propose is not only feasible but also the most strategic choice for their specific situation.

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Paul Frost

Enterprise Solution Architect | Data Security, Backup & Networking Solutions | Protecting & Optimising IT…
Randy C Snyder

Partner Manager with a focus in B2B SaaS Enablement.

1 Build Trust

Building trust is the first step in overcoming doubts about a technical solution. You should start by actively listening to your client's concerns and acknowledging them. This shows that you value their perspective and are not just trying to push a product. By establishing a rapport based on understanding and respect, you create a foundation for open communication. It's essential to demonstrate your expertise and reliability by sharing relevant experiences and success stories without overpromising. Trust is the cornerstone of any business relationship, and without it, convincing your client will be an uphill battle.

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Paul Frost

Enterprise Solution Architect | Data Security, Backup & Networking Solutions | Protecting & Optimising IT Infrastructure.
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Requirement capture underpins everything. Tell me what you're trying to solve? Now let me tell you what I understood. Are there any gaps or mismatches in our understanding of the problem and the time/technical/financial constraints? Doing this establishes you're both on the same page and pointing in the same direction.

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2 Clarify Benefits

After establishing trust, it's important to clearly articulate the benefits of the technical solution. Explain how the technology works in simple terms and how it aligns with the client's business objectives. Focus on the solution's unique selling points and how it offers a competitive edge or solves a specific problem that the client is facing. Emphasize long-term gains such as efficiency, cost savings, or scalability. By making the benefits tangible and relevant to the client's needs, you help them visualize the positive impact the solution can have on their business.

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Paul Frost

Enterprise Solution Architect | Data Security, Backup & Networking Solutions | Protecting & Optimising IT Infrastructure.
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The phrase 'explain it like I'm five' applies. Break down the solution, and reference the must-haves and nice-to-haves from the requirement capture frequently as you whiteboard the client through not just the solution, but your approach to the solution.

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3 Address Concerns

Once you've highlighted the benefits, it's time to directly address your client's concerns regarding feasibility. Provide detailed explanations and data to support how the solution can be implemented within their existing infrastructure. If there are any technical or logistical challenges, discuss them openly and present viable strategies for overcoming them. It's important to show that you have a thorough understanding of their apprehensions and that you've thought through potential issues, offering reassurance that the solution is not only feasible but also practical.

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Gino Gut ??

Independent Recruiting Consultant | Partner ?? We help companies to find the best talents! ??? Eager to learn something new each day! ?? Senior Account Executive by ??
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It is very important to address possible limitations as well as the benefits. You have to show the customer at all times that you have understood their concerns and the potential challenges, otherwise you will lose their trust. It's better to say once that you can't do something than to always nod and say yes. Sometimes you are simply being tested by customers and they ask you something they don't necessarily need in order to test whether you are honest. Technical sales is based on trust, which is about helping someone solve a challenging problem, not selling something. And if you prove yourself, you will sell something in the end. So to be successful and build long-term customer relationships, you have to be happy to help others. ????

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4 Offer Demonstrations

A powerful way to alleviate doubts is by offering a demonstration or a pilot of the technical solution. Seeing is believing, and a hands-on experience can dispel fears about feasibility more effectively than any verbal assurance. Arrange for a tailored demonstration that addresses the specific concerns your client has raised. If possible, provide a case study or reference from a similar business that successfully implemented the solution. This real-world proof can be a game-changer in convincing your client.

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Randy C Snyder

Partner Manager with a focus in B2B SaaS Enablement.
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In this step, it is common for the customer to want to “see it all,” avoid this trap. They may also want to “move this into production,” avoid this trap as well. Dig in to discovery and focus down on one key value that is demonstrable, and that the customer agrees will advance the sale to the next step. Agree that by showing them X, they will reciprocate with Y. Creating solutions to move into production takes a very long time, requires governance, agreement from multiple teams, and many additional considerations that a demo should not. These considerations will only lengthen your sales cycle and provide opportunities for the deal to fall through.

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5 Provide Support

Assure your client that they will not be left to handle the technical solution alone. Discuss the support and training that will be available to them during and after implementation. Explain how any transition to the new system will be managed and what measures are in place to deal with any teething problems. Offering comprehensive after-sales support can be a significant factor in reassuring clients about the feasibility and sustainability of a technical solution.

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6 Plan Together

Finally, involve your client in the planning process. Collaborative planning helps ensure that the technical solution fits seamlessly into their business operations. Work together to set realistic timelines, define milestones, and agree on success criteria. This joint effort not only solidifies the partnership but also gives your client a sense of ownership and control over the project, which can significantly reduce their doubts about feasibility.

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7 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?

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Your client doubts the technical solution's feasibility. How can you convince them it's the right choice?

1

2

3

4

5

6

7

1 Build Trust

2 Clarify Benefits

3 Address Concerns

4 Offer Demonstrations

5 Provide Support

6 Plan Together

7 Here’s what else to consider

Sales Engineering

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Your client doubts the technical solution's feasibility. How can you convince them it's the right choice?

1

2

3

4

5

6

7

1 Build Trust

2 Clarify Benefits

3 Address Concerns

4 Offer Demonstrations

5 Provide Support

6 Plan Together

7 Here’s what else to consider

Sales Engineering

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