Blog
Notes:
yYou can be a good solution engineer but still suck at different aspects of the job. That’s because there are too many skills that Solution Engineers need to work on it’s almost impossible to be great at all of them. Even if we break them down, technical skills vs soft skills, there are still many that SEs might not be good at. Examples of soft skills include listening, storytelling, demoing, de-escalating, handling objections, and many more. It’s very difficult to be great at all of them.
And yet, even if you’re not great at something, it doesn’t mean you cannot work on it. It doesn’t mean you cannot turn your weakness into a strength. And that is what Evgeniy did. He turned his perceived weakness, speaking, into one of his better strengths and used it to get better at building relationships with his customers.
Key Takeaways:
- Discussing Accents and Communication Challenges
- Evgeni’s Career Journey
- Insights on Working with Robert Herjavec
- The Importance of Communication Skills
- Overcoming Public Speaking Fears
- Writing and Publishing a Book
- Finding Better Readers and Book Modifications
- Defining Connections and Building Rapport
- Challenges in Building Connections in Sales
- Genuine Curiosity and Building Relationships
- The Evolving Role of Sales Engineers
- Soft Skills Development Plan
- The Importance of Being Present and Avoiding Burnout
- Final Thoughts and Turning Weaknesses into Strengths
Quotes:
“ I realized very quickly is if I put a lot of energy, a lot of dedication, almost a theater, in what I’m saying, I turn on my enthusiasm very quickly. It resonate with people. It’s what make people feel in the end.” Evgeniy Kharam
“ I think Toastmaster is the best training you can do for the money, period” – Evgeniy Kharam
“ If you can present to a hundred people and you are calm and you are relaxed. You probably will become and relaxed presenting to five people and if you come and relax and you in on it mean you’re gonna have more. Focus point to understand the audience, to see if they’re rolling the eyes, to see if they’re interested, to see what’s happening, to be okay with being interrupted when you present.” – Evgeniy Kharam
”Rapport, it’s some kind of invisible line between you and me when we connecting to each other, connecting to each other, and we having fun time speaking.” – Evgeniy Kharam
“ A lot of SEs that I’ve seen, that I’ve worked with, when they jump on the call, they’re so busy focusing on the technology and like what are they gonna say and what are they gonna talk about and how are they gonna close the deal, they forget that they’re talking to another human being.” – Ramzi Marjaba
