BOOKS

“Life Happened Because I Turned The Pages”

There are a number of books I would recommend to be in the library of every Sales Engineer. Some of them are Pre-Sales specific, some deal  with demos and presentations, and others are regular business books. Having these books in your library can only serve to make you a  stronger, smarter and successful  Pre-Sales Engineer. Although these are the English versions, many have been translated into other languages. Start reading!

Download the Reading List in PDF format or Word format or click on any book-cover below to visit Amazon.com (US)

The Sales Engineer Book Of The Month: Ask More Questions

Frank Sesno

Questions help us break down barriers, discover secrets, solve puzzles, and imagine new ways of doing things. But few of us know how to question in a methodical way. Frank Sesno, an emmy-award winning journalist, walks us through the different types and styles of questions – and more importantly, when to use them. For example, I am intrigued by the differentiation between empathic, diagnostic, strategic, confrontational and creative questions. You’ll even pick up tips about varied topics such as hosting a dinner party or handling a confrontational in-your-face job interview.

I really enjoyed Ask More Questions, although it requires a bit of self-processing; i.e. you really have to think about the material and then how to apply it to both your professional and personal life. ( My wife recently sat with a client for a two hour dinner and was told she was an amazing conversationalist. Even though she listened 90% of the time and just asked appropriate questions. She has this questions concept nailed, I still need to work on it!) For the equivalent of 10 USD this is a great add to the SE Library.

 

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