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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 ‏ : ‎(June 15, 2019)


Language ‏ : ‎ English


Paperback ‏ : ‎ 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: #58,551 in Books (See Top 100 in Books) #57 in Computers & Technology Industry #202 in Sales & Selling (Books)


#57 in Computers & Technology Industry:


#202 in Sales & Selling (Books):


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Top Amazon Reviews

    • 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
    • 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
    • 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
    • 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
    • Easy read but packed with useful guidance
This book is transformative for the technical seller coming straight from college and a valuable reflection for the senior sales engineer. Chris has a conversational writing style, making this an easy read from cover to cover yet the book reviews all of the major topics such as the pre-qualification call, how to probe to get the necessary information from the client, preparing for the demonstration, as well as how to perform well in the presentation. As a senior tech sales manager, I will ask my team to review this book to improve their performance. ... show more
Reviewed in the United States on November 2, 2021 by Stephen Cozzolino
    • Great synopsis of how to be a great sales engineer!
I have read Chris' book and loved every page of it! I am currently looking for jobs in the sales engineering field and this book was great to help me communicate to my future employers what a great sales engineer looks like and how they should ideally interact with their sales counterparts. I even quoted the six highly effective habits of a sales engineer in one of my interviews recently and recommended the book to the director of sales engineering who was very interested. I would recommend this book to anyone currently in the sale engineer role or those that are in a technical role who would like to bridge the gap to sales. Chris' book is definitely well written and easy to understand. ... show more
Reviewed in the United States on November 5, 2019 by David K Cheney
    • 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
    • Great read but many grammatical errors
While the concepts themselves are great, there were many spelling and punctuation errors which made it challenging to get through at times.
Reviewed in the United States on May 3, 2023 by Allison H

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