Here's how you can incorporate logical reasoning into problem-solving as a sales engineer.

Incorporating logical reasoning into problem-solving as a Sales Engineer is pivotal for identifying and addressing client needs efficiently. From my experience, here is what I would do: - Start by clearly defining the problem. Break it down into smaller, manageable components to understand its scope and impact. - I would then gather relevant data and use analytical skills to assess the situation, identifying patterns or inconsistencies. - Develop hypotheses for potential solutions and logically test each one, perhaps through simulations or pilot projects. Always consider the customer’s perspective. - Finally, evaluate the outcomes to ensure the chosen solution not only resolves the problem but also adds value to the customer.

Many sellers (AE's and SE's alike) have trouble formulating diagnostic follow-up questions to dig into a problem. I consult my clients to look at a problem from four perspectives: 1) how is it affecting revenue or profitability 2) how is it impacting the customer (internal or external) 3) how is it affecting efficiency 4) what needs to change at the technical or human level to fix it This approach assures your client that you're looking to understand and solve problems, not just sling software.

It's important to give enough key details about the specific problem you solved, A key component of logical reasoning in sales engineering is the ability to overcome technical sales objections. By analyzing the technical requirements and customer needs. Logical reasoning is also essential in communicating technical information to non-technical stakeholders. Empathy and understanding are powerful tools in sales engineering. Putting yourself in the customer’s shoes allows you to see the situation from their perspective and address their concerns more effectively

The foundation for solving any problem is being able to identify it. As a sales engineer, it's crucial to really understand our clients and to recognize a problem that can be explained in their terms. When offering a solution that addresses the issue, it's essential to clearly communicate the messages so that the client understands the problem and, once it's solved, feels satisfied because they could follow the entire process leading to the solution. This approach ensures that the client is happy not only because the problem was resolved but also because they were involved and informed throughout the journey.

In my experience, understanding the problem is where to start. No preconceptions of what the solution may be is the best approach until a face to face meeting occurs. Once the problem is well defined, solutions may be conceived. Performance, Support, Price and Future Forward (PSPFF) are all areas that will be considered in the solution. Depending on the customer the orientation of the PSPFF may change but will always need to be address by the provider.

There are many factors here, being a sales engineer requires a balanced view of the situation (political, technical and financial) to provide a balanced view. This is what I would describe good ole field practice. Not everything will be defined, our world is ambiguous and we work in a world of grey. Logical reasoning needs to be applied and tested to most conditions.

Analyzing the situation is probably one of the most important, yet overlooked phase of the process for any SE in my humble opinion. I have seen many sales engineers gathering data and get excited to quickly start jumping into solutioning without spending enough time to critically analyze the situation they have in hand, and really understand what they are solving for.