Dumb Things Sales Reps Say #1
As a Sales Engineer you depend on Sales Representatives for your success. Sometimes they are a great help during a demonstration, but sometimes they say some pretty dumb things. My first example is when a Sales Rep says to a Sales Engineer:
“Can you show that thing you did yesterday?”
Although your Sales Engineer may have done a spectacular demo yesterday and really wowed the customer, but that does not mean they can do the same thing again today. Your demo guy/gal may not want to show that thing because it is going to blow up today! Or, just as likely, they don’t think it will add to the demonstration (perhaps it is a feature that detracts from what the prospect is really looking for).
So what should you do if you saw a great demo yesterday that your SE seems to be forgetting? Your first choice should be talking to your SE before the demo and going over what they are going to show. Second choice would be to wait until a break to ask them or slip them a note during a lull in the presentation. And if you have to ask during the middle of the demo, then be prepared to be the cause of a disaster you will need to clean up later.
