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I'm an engineer that needs to sell my services. Any good books on sales?

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Re: I'm an engineer that needs to sell my services. Any good books on sales?

#31

Post by linuxftw »

hermitcrab wrote: post #16
downrightmike wrote: post #9

The major lesson will be to ask for the sale. And work that into the conversation, so less "that'll be $99", but more like "So, would you like the blue or pink one?" If you don't ask for the sale, you won't get it. If you're solving a problem, making the sale is helping people. They came to you for help for a reason, so treat them well.

Yes, you should ask for the sale. But "So, would you like the blue or pink one?" might come across as a bit pushy. "would you like to discuss pricing?" is more of a soft close.

I think it might seem pushy to people that are highly skeptical of the product, but in most cases, a sale is implied. When you go to Starbucks, they ask what they can make for you. They don't say "Let me know if you want to talk price."

Car sales is another obvious example. They don't talk price until you're committed (at least in principal) to purchasing the car.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#32

Post by hermitcrab »

bombcar wrote: post #30
hermitcrab wrote: post #16

Earlier quoted context omitted.

Yes, you should ask for the sale. But "So, would you like the blue or pink one?" might come across as a bit pushy. "would you like to discuss pricing?" is more of a soft close.

There's a subtle difference there - the first is asking "past the close" but also is asking a pertinent question about it - people who want it will have a color they want, or need to pick one. Nobody wants to discuss pricing. It's orthogonal to getting the desired end. You have to discuss pricing, but it is not on the list of things people want to do (if you give it to them free, they won't protest). The second is wa…

Some of this may also be cultural. Something that works fine in the US, might be seen as pushy in the UK, for example.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#35

Post by csa »

Fanatical Prospecting and Objections by Jeb Blount.

These are very full-time-sales-oriented books, and they may be too much for what you need. That said, they might be spot on.

In general, I would:

1. Talk to your network. This will yield your warmest leads.

2. Find a niche of clients who really have a tough time finding people for whatever reason. A good example for tech might be small town governments — they have needs and money, but they don’t have knowledge/expertise or funds to hire a lot of full timers. Target those groups and/or find out what contractors work with those groups and sub with them.

3. (Related to above) Find a bigger agency and just subcontract out with them. This might be a little lean in terms of money at first, but it will introduce you to a specific industry space both in terms of problems and people who solve them.

Good luck!

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#36

Post by jrs235 »

simsim33 wrote: post #22

Winning through intimidation https://www.amazon.com/Winning-Through-Intimidation-Robert-R...

I'm assuming folks downvoted this to dead because they judged the book by the cover! This is a really good book and not "as dark" as the title seems at first. I highly recommend this book. It's an intriguing and easy read.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#37

Post by MR4D »

tucaz wrote: post #27
poulsbohemian wrote: post #23

Sounds a lot like where I was about twenty years ago, and today I sell stuff for a living... a few thoughts I wish someone had given me... 1) Productize yourself. That is, have several very clear services you offer at established rates. Brand yourself around a very clear idea that has people saying "hey, call the guy" when they need . 2) A lot of us in tech are shy and introverted by nature, which on the surface appe…

Item 1 is key in my mind. As someone in a role that procures a lot of services the worst thing someone trying to get a foot in the door can do is “everything”. Especially if you can’t explain how you work. It leaves all the burden of figuring out how I could potentially use your services on me, and I’ll try my best to avoid having to deal with that uncertainty on top of what I’m already trying to achieve. If you want…

I'll second this as well.

Everyone has a "go-to guy". Often it's a plumber, a handiman, a lawyer, etc. Your might be the "devops guy" or the "Cisco guy", etc.

Build that reputation and then expand.

Also, learn to listen well, ask good questions, and take good notes. Communication when you are independent can make or ruin it for you.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#38

Post by leros »

poulsbohemian wrote: post #23

Sounds a lot like where I was about twenty years ago, and today I sell stuff for a living... a few thoughts I wish someone had given me... 1) Productize yourself. That is, have several very clear services you offer at established rates. Brand yourself around a very clear idea that has people saying "hey, call the guy" when they need . 2) A lot of us in tech are shy and introverted by nature, which on the surface appe…

#1 is something I have a hard time with. I'm a developer who became a generalist and my specialty is not one particular thing. The corporate world wants to pigeon hole me into being a product manager, I'm only average at that. Being able to blend engineering, product, some marketing and general leadership skills is my thing. I can kind of do everything, but I don't know how to make a clear list of services to explain. myself. The contracts I've done so far I've stumbled into and only been successful because of my blend of abilities.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#39

Post by paulcole »

https://www.winwithoutpitching.com/books/

https://fanaticalprospecting.com

https://storybrand.com

I've liked all of those books.

Biggest takeaway is that you'll be worst off if you try to figure out how to sell well. Just start selling.

If you have a target market and a product to sell, pick up the phone and start dialing. Get a LinkedIn Sales Navigator Account and start doing outreach.

You're not going to get good at sales by any way other than trying and failing.

Re: I'm an engineer that needs to sell my services. Any good books on sales?

#40

Post by ronanc »

I've had great success with Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

"For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste.

Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all.

Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives--demand-side sales.

Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson--you'll want to help people make progress."

https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr...

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