The first objective of a solution engineer is to establish trust. Without a customer’s trust the solution engineer has nothing. It turns out, SEs are uniquely qualified to earn and keep trust. All solution engineers need to make trust their top priority.
Technical professionals are frequently sought to meet with clients as resources to answer difficult questions. Sales representative and solution engineers frequently function as if the SE is a technical backup, the person to whom hard questions can be deflected. The SE is an appendix or addendum to the sales effort. Unfortunately, this approach is common but denies the potential power of great solution engineering.
The objective of the great solution engineer goes far beyond questions and answers. The objective of the SE is three-fold, it is to establish trust, determine mutual vision, and ensure delivery. SEs should answer questions when appropriate, but their objectives go far beyond that. The true objectives are trust, vision, and delivery.
This course explores the first objective of all solution engineering, establishing trust. The course covers the benefits of trust and why SEs are uniquely positioned to obtain trust. It explores the SE’s advantage in establishing trust and the types of trust that they must pursue. Finally, the course explains how SEs earn trust and keep it.
Duration: 45 minutes
Format: 13 videos
Delivery: Online, on demand, self paced
Host: Our LMS, or yours
Term: One year license
Price: $75 US per person
Course #: 101