Sales engineers give technical presentations during which they explain the technical aspects of the product/service and how it will solve a specific customer problem. Presenting your proposals and ideas in a sufficient and easily understandable way is a huge deal.
In general, engineers are usually good at talking more about technical details but in many case it is important to be able to abstract the ideas thus helping to disseminate their ideas to people. Sales engineers have to avoid confusing techno-speak and make their presentation accessible to key decision-makers who may be non-specialists in the field. Use pictures and graphs to illustrate a point by summarizing or showing an indicative section of the data. Keep the font legible and the number of data points to a minimum.
Ordinary sales engineers may feel unsteady when presenting, but great sales engineers apply useful tools and techniques to feel confident and relaxed while presenting. They know how to use non-verbal communication to create the impression of credibility. They know how to use power, tone, range, and articulation to further people’s impression of you as credible. They know how to deliver a message in a way that will be remembered. They organize their thoughts and ideas into a compelling presentation and create stories that move people to action. They determine what the audience needs and wants, and design ways to address these concerns. They know how to adjust their style to meet the needs of their audience and answer questions in an effective manner, handling even the most difficult participants.
Each time you open your mouth to speak, you are either bringing the energy to the room or you are sucking it out. There is not an in-between here. Think of your audience like a mirror. They reflect the energy you give to them. Give the energy you want to get back from your audience. For example: Don’t stand behind the table, you can stand up to make your points in meetings, especially if it is a long meeting and the energy of the room is low. Don’t read your slides. Prepare notes from which to speak that only exist in your hand. This will let you look away from the slide and engage with your audience.