In the PTV Method, your SDR/AE should come to the table with the pain driver. However if you are the brave SE seeking out the PTV Method, maybe they are setting up the product demo without yet knowing what the root of the pain is. Let’s tackle both scenarios here in six tips for sales engineers.
- DON’T FEATURE VOMIT – you have learned a lot of features, we get it. That doesn’t mean your goal is to communicate them all in hope that pain points will be discovered. Instead do a prep call to let the AE share whether they known pain points or not.
2. HEAVY TECH PRODUCT – For products that have a heavy technical lift to explain, try framing the value at the beginning of the call with a BLUF.
3. QUANTIFY ROI – sometimes it’s hard to quantify ROI, so as the SE you can engage the customer versus telling them the ROI. Ask them, how would you calculate your ROI if you were building a business case?
4. LACK NEGOTIATION OR HANDLING OBJECTIONS POORLY – this has two paths, either leave it to the AE to handle objections, or pause and restate their objection and collect more details around it. Work with your team mate behind the scenes too to let each other know who wants to take the question.
5. OVER RELYING ON TECHNICAL – WATCH THE VIDEO FOR THIS ONE
6. DECISION MAKERS VS TECHNICAL GUARDS – WATCH THE VIDEO FOR THIS ONE
READY TO LEARN THE PTV METHOD?
