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The Six Habits of Highly Effective Sales Engineers

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Unlock the secrets to becoming a top-performing Sales Engineer with The Six Habits of Highly Effective Sales Engineers, a game-changing guide by Chris White. In this indispensable book, the author introduces a powerful, easy-to- remember framework based on six crucial habits that will elevate your technical selling skills and help you drive better results in every deal. Learn how to: Partner: Build strong, collaborative relationships with your sales team to ensure seamless synergy in every deal. Probe: Master the art of effective discovery by asking the right questions to uncover your customers' true needs and pain points. Prepare: Focus on crafting compelling stories rather than overwhelming your audience with features during demos. Practice: Sharpen your delivery with consistent and focused practice to boost confidence and engagement. Perform: Develop the essential skills to deliver captivating, customer-centric demonstrations that win business. Perfect: Embrace a mindset of continuous improvement to refine your craft and stay ahead of the competition. Whether you’re a seasoned Sales Engineer looking to fine-tune your skills or new to the field and eager to excel, The Six Habits of Highly Effective Sales Engineers provides the proven strategies, practical insights, and real-world examples needed to thrive in this challenging yet rewarding role. Start your journey toward success today with a guide that will help you perform at your best and win the trust of customers time and time again. Your next sales victory starts here! Read more

Publisher ‏ : ‎


Publication date ‏ : ‎ June 15, 2019


Language ‏ : ‎ English


Print length ‏ : ‎ 196 pages


ISBN-10 ‏ : ‎ 0578521903


ISBN-13 ‏ : ‎ 09


Item Weight ‏ : ‎ 8.3 ounces


Dimensions ‏ : ‎ 5.5 x 0.45 x 8.5 inches


Best Sellers Rank: #48,286 in Books (See Top 100 in Books) #55 in Computers & Technology Industry #124 in Sales & Selling (Books)


#55 in Computers & Technology Industry:


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Top Amazon Reviews

    • Empowering Sales Engineers
Review Image by Sherri A Mazza Sherri A Mazza
I wish this book existed when I started out as a Sales Engineer. Chris uses his experiences and person journey to create 6 actionable habits that stand out as a practical guide for SE’s at any skill level. The Six Habits is not just a book but a toolkit for excellence in technical sales, offering a blend of inspiration and practical advice that can impact your effectiveness as a sales engineer. I highly recommend reading it. ... show more
Reviewed in the United States on April 8, 2024 by Sherri A Mazza Sherri A Mazza
    • A really great tool for sales engineers!
A really thorough and complete guide for pre sales engineers of all types! I loved the structured approach this book takes (you can tell it was written by a technical person for technical people). While some of this book is common sense, several recommendations were truly eye opening. After reading this book, I’ve realized several mistakes I’ve been making over the years and Chris clearly explains why they are mistakes. Whether you are just starting out or a seasoned veteran, everyone will walk away with something from this book! ... show more
Reviewed in the United States on February 27, 2024 by Neil H
    • We are ALL selling something...We need to get real at it...
If you think you're not selling anything you're mistaken. This book is about tools and processes we all could use more of to assist us in being better communicators, build better relationships and connecting on a higher level with any potential "prospect". While there is a lot of niche information, you can apply the six habits portions to any area and any field. There's really no facet of life that I can think of where the book does not apply. I mean we all need to seek additional partners for our cause and eventual successes, and in life in general, we all should be probing and digging deeper to become experts in our field. We can't do any of that without preparation, and we certainly can't afford not to practice and while we strive to be perfect, we often get stuck in "good enough" and that should NOT be the end goal. Would you want a surgeon to look at you when you awoke and say "How do you feel, I feel like I did good enough, good luck!" Lots of information here to consume making this an awesome book to refer to again and again. Really good for a first offering and tons of concepts to use in the journey of sales but also in the larger journey, called life and living. ... show more
Reviewed in the United States on June 21, 2019 by Tracee L. Garner
    • MUST HAVE for every Sales Engineer!
The Six Habits of Highly Effective Sales Engineers by Chris White is what every SE is looking for in their career. If you have been a Sales Engineer for a while, you know there have not been to many guides for our position, but Chris gives a straightforward action plan to be successful in our field without the unnecessary fluff. Some of the most important points that stood out to me personally: PARTNER – Your counterpart and the team mindset are the foundation to any successful sale PROBE - If you don’t know how and when to ask the right questions, you will prepare a demo that does not reach the client needs and you might as well use a canned demo. PRACTICE – The story is equally as important, if not more so, than the content and if you don’t probe right you will not know how to prepare your story (see above). All in all, I highly recommend the book to veterans and neophyte SEs alike. You will not be disappointed! ... show more
Reviewed in the United States on December 11, 2019 by Amazon Customer
    • A must read for a Sales Engineer!
I was hired to be a Sales Engineer and had no idea where to start - then I came across this book. I read it in two days, it is terrific! Chris shares not only strategies but his experiences that have formed them. One of my favorite parts is how he includes common pitfalls and things to avoid (all of which I would have easily made had I not read this book). Another great attribute is how he shares counterpoints to each habit so you fully appreciate where each recommendation is coming from. Whether you've been doing this for 10 years or it's your first day on the job - I highly recommend this book. Also, follow him on Linkedin for a lot of great content. ... show more
Reviewed in the United States on April 29, 2022 by cameron amigo
    • This is What Successful Sales Engineers Do
Whether you are new to the industry, or a seasoned professional Chris’ book offers something for everyone. While it focuses on successful demonstrations, the advice works for all aspects of being a Sales Engineer. This book focuses on communicating, building better relationships and forging connections. These skills are must-haves no matter whom you are dealing with. The book starts with two basic assumptions, everyone is a seller and everyone can learn from other perspectives. It is easy to read and contains practical and easy to understand examples from someone who has not only been around the block but also learns from his stumbles and from other reviews of his work. Being a Sales Engineer is not only about technology and “being a geek,” but also about human emotion and the science of effective communications. This book breaks the science down into six easy to understand habits that can help anyone, be they a sales engineer or not. ... show more
Reviewed in the United States on February 23, 2020 by Jeff Grunewald
    • Highly Recommended!
This book was referred to me during my interview process that helped me get the role. I haven't started just yet but looking forward to continue using this book as my bible throughout my new journey as I transition from Network/Server Engineering to Sales Engineering. Chris White not only tells it like it is but his passion for sharing his experience and techniques is felt from the beginning to end of the book. I cringe at all my past presentations after reading this book wishing I could go back and do it all over again. We live and learn which is a big emphasis in this book. He keeps it very interesting and I've never been one to read a book just once, I look forward to reading it again and again until I retire into the sunset. ... show more
Reviewed in the United States on July 20, 2021 by Eddie
    • Good for Certain SE/SAs
This book is pretty niche but is a good fit if you're both of these things: -New to presales or wanting to move into it -You're a software SE and you frequently do demos For me, a Cloud SA focused on professional services, it's not as useful but it does have some good pointers and you can tell the Author learned all of this the hard way. As others have mentioned though, there are a lot of silly grammatical errors throughout the book (ie. the dreaded you're instead of your). Hopefully the editing will be better next time around. ... show more
Reviewed in the United States on March 21, 2023 by Justin

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