Why are engineers so bad at sales? 14

[SteelPE]

I just had a project pop up in my email. It was a client I had done some work for in the past. They needed to reframe some portions of their roof structure to accommodate a large piece of equipment and install a large pit for said piece of equipment. The project wasn't large and they did all of the construction themselves (hiring foundation guys, steel fabricators, roofers etc).

Anyway, they are looking to add on to their existing building (30,000 square feet). A nice addition. Before I could reply to the email the client called to ask me some questions about the delivery process for a building addition. By the time I was done talking to him he went from hiring me to do the job to finding a GC to deliver the project design-build and "putting a good word in for me". While the project is still possible I somehow went from a slam dunk to a 1/3 chance of getting a new project. Ugh.

 

[msquared48]

Unlike salesmen, we tell the truth.

Mike McCann, PE, SE (WA)

 

[btrueblood]

M^2 beat me to it.

 

[zdas04]

I see that as bread on the water (and I tell someone that there is a less expensive way to do a particular job than hiring me about once a week). You may not get this one, but the next job the guy has may be even better and you've built some goodwill.

David Simpson, PE
MuleShoe Engineering

In questions of science, the authority of a thousand is not worth the humble reasoning of a single individual. Galileo Galilei, Italian Physicist

 

[SteelPE]

The point is that the job is right up my alley. I have done 100's of jobs like it in the past. It's just I somehow convinced the client to deliver the project in a way that I am not guranteed to get the job.

 

[msquared48]

I have found that if you have a good reputation and it proceeds you, you do not have to sell the client. They will sell themselves.

Mike McCann, PE, SE (WA)

 

[BrianPetersen]

Wow ... The snap response that I thought of on reading the thread title, was exactly post #2.

And, as with zdas04, I frequently tell clients that they do not need my services for a particular thing that they want to do.

They'll be back next month with something else.

 

[IRstuff]

Honesty works; we bought our last A/C because only one guy was willing to tell us that the rule-of-thumb used to determine tonnage would result in overkill.

TTFN
faq731-376

Need help writing a question or understanding a reply? forum1529


Of course I can. I can do anything. I can do absolutely anything. I'm an expert!
There is a homework forum hosted by engineering.com:

http://www.engineering.com/AskForum/aff/32.aspx

 

[msquared48]

Precedes..precedes...precedes.

Mike McCann, PE, SE (WA)

 

[IRstuff]

"you have a good reputation and it proceeds you"

Could work; it did for the A/C, who instantly gained credibility and got proceeds from me ;-)

TTFN
faq731-376

Need help writing a question or understanding a reply? forum1529


Of course I can. I can do anything. I can do absolutely anything. I'm an expert!
There is a homework forum hosted by engineering.com:

http://www.engineering.com/AskForum/aff/32.aspx

 

[Mr168]

Hard to trust Engineers, always staring at their shoes while talking to you and all...

 

[JAE]

Mr168 - yes but if you are an [bold]extroverted[/bold] engineer you will stair at their shoes instead of your own.


Check out Eng-Tips Forum's Policies here:
faq731-376

 

[msquared48]

Stair???? That's only if the engineer is trying to get up in the world JAE.

Mike McCann, PE, SE (WA)

 

[1gibson]

Engineers want to give the best possible definitive answers, salespeople want to put off a firm answer until the PO is already in.

 

[woodman88]

Because if we were good at sales we would have gone into retail not engineering?

Garth Dreger PE - AZ Phoenix area
As EOR's we should take the responsibility to design our structures to support the components we allow in our design per that industry standards.

 

[cranky108]

I think the fact is that most engineers make more than most sales people.

The biggest difference is when we retire, we aren't the ones with the job 'Welcome to Walmart'.

 

[SteelPE]

cranky,

That may be true in your world.... but I think your world would be the exception not the rule. Just take a look at the Dilbert Salary Theorem if you don't believe me.

http://physics.okstate.edu/babu/2014/dilbert.pdf

 

[TheTick]

Engineers aren't necessarily bad at sales. I work for one who is good at it (or I wouldn't be here).

Good salesmanship is a skill set. There are things one must do and things one must not do.

At the very least, non-sales people in the customer's path need to be trained in what not to do.

 

[itdepends]

One is working with inanimate objects, the other is working with people. Engineers tend to have lower EQ so find it harder to relate to/work with people.

As a chem eng/metallurgist the first part of any answer I give starts with "It Depends"

 

[JAE]

Mike - late in the day my eyes get real "stairy". Should be "stare" of course.

Check out Eng-Tips Forum's Policies here:
faq731-376