This isn’t a sales page,
it’s a story… (kinda)
THE BEGINNING: We are going to start by looking at exactly what’s wrong with your current approach to sales. Why you are not having the sales success, you could be having.
Spoiler alert: It’s not a product problem.
THE MIDDLE: I’m going to walk you through the first chapter of the Book, and introduce you to that ONE most important skill in sales…
THE END: If I have done my job right, you should have full confidence in the value of this book and the impact it will have on your sales success… if not? It’s not much of a sales book now is it?
You want to be more successful in sales, by becoming a Subject matter expert.
This book will help you do that.
…even if you’re not an extrovert, and thoughts of being “that sales guy” gives you the shivers, this unique book can still work for you.
As an engineer having to work in sales, I hated that feeling when trying to be “salesy”.
But here’s the truth; Expert Seller don’t need to be salesy to sell. They earn trust and are rewarded with a sale.
Stop believing sales is a skill you either can, or cannot master. Stop believing “sell me a pen” is a real thing.
None of that stuff is true.
So let’s look beyond the sales stereotype we all hate, and call out sales for what it truly is.
Sales is nothing more and nothing less, than enabling the customer to BUY. Full stop!
Read that sentence again and let it sink.
I’ve found that by far the most efficient and effective way to enable customers to buy, is by STRUCTURED & DEDICATED use of your Subject Matter Expertise in a fashion that creates trust and drives towards a common desired outcome.
How?
By being the subject matter expert customers trust, follow and want to buy from.
This book will enable you to be that person.
As promised, you’ll get to read the first chapter of my Living Book Challenge, Teach, Involve. (don’t worry it’s a short one)
Enjoy the read.
It’s your time to SELL.
They are looking at you… you’re up.
Who are they?
What captured their attention?
What is it they truly need?
If you can answer these three questions,
mastery in sales is around the corner.
Curious? Good.
Successful businesses and careers are built upon those answers…
Most people think successful sales needs the mastery of skills like...
These are indeed amongst the most important skills in sales.
While these are very important skills in their own way, they’re relatively easy to develop and overshadowed by one import skill.
So, what is this one skill always in demand? The one skill almost all successful business owners and top performing sales reps will admit, is by and large responsible for their success?
If you’re considering leveraging Subject Matter Expertise (SME) to help your selling, you’re right. To be a subject matter expert is silver, but to make use of it in sales is GOLD…
… It’s this skill that provides your customer with new insights, and therefore makes you extremely valuable to them.
… It’s the skill that can push a steady business into exponential growth.
… It’s the skill that can massively increase your revenue.
… But sadly, it’s also the skill that many veteran professionals confess is the toughest to master.
I’ll never blame anyone for struggling to get to grips with this. Using subject matter expertise to drive sales isn’t easy.
It’s not a skill sales people are most known for, nor is it taught in most sales-focused training courses.
So, it’s only logical you may not have been properly introduced to this skill… yet.
“You’ve just been treated to my mature attempt at copywriting. Now we’ve got that out of the way, let us examine the science behind selling with subject matter expertise, and stop the salesy stuff.”
Sales gurus want to make us believe that if you’re good at selling, you can sell anything to anyone. Although it’s tempting to believe we don’t need a lot of in-depth knowledge to be able to sell, sales researchers have proven us otherwise.
In business-to-business (B2B) sales, subject matter expertise is crucial. If sellers are not knowledgeable enough to bring new insights, customers will feel as if their time is wasted.
“what sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation
Another common belief amongst many, is that to be good at sales you’ll have to be an extravert. To date, this is one of the biggest misunderstandings when it comes to sales.
Did you know:
This book is designed to help you sell without being “too salesy”.
What I mean by this is…
This book will give you the means to start using subject matter expertise as your base skill in sales, so that you can STOP selling and begin to: Challenge, Teach and Involve.
Challenge
You don’t want to brag or flatter, but get to know what your customer needs most and speak your mind.
Teach
Don’t sell your products…Teach thoughts and ideas as well as advise.
Involve
Stop being just an answering machine and take mutual actions, you and your customer, as actions speak louder than words.
Most deals I’ve seen lost over the years had less to do with the product in question, and more to do with the way the sale was conducted.
Knowledgeable, honest, and authentic sales almost always are the missing pieces.
Marc Wayshak of Sales Insights Lab, reported that “61% of salespeople consider selling harder or much harder than just five years ago”.
Sales will only become harder in the future and it is clear we need to do things differently. Within this book I will help you to stop overpromising and start overdelivering.
Through their research, Sales Insights Lab has also found that top performers know they’re experts. They reported:
“51% of top performers report being seen as “an expert in their field” while only 37% of non-top performers see themselves as experts. What’s more, top performers were less likely to be seen as vendors (8% of top performers vs. 24% of non-top performers) or even as salespeople (7% of top performers vs. 20% of non-top performers).”
I’m sure it’s not a huge stretch to say that leveraging the power of SME will help you win more deals… or at least make your selling feel more natural and less “salesy”.
Talking about some thorough research, many consider the last two real breakthroughs in sales to be the Challenger sale and SPIN selling.
Both were founded upon research conducted under tens of thousands of sales professionals across the globe.
The funny fact is that both researchers (Matt Dixon and Neil Rackham) came to the same conclusion:
It’s not about what you sell, it’s how you sell that matters most.
And even more specific, it’s about the value you bring to your customers, not the product itself.
As you will find, this book is based heavily on the fundamentals of both The Challenger Sale as well as SPIN selling. A good start is half the work, right?
This book is not a new methodology, nor does it pretend to be one. It is however, a unique, structured way of applying sales best practices in a way that suits traditional sales and non-sales personalities.
That’s precisely why I’ve built an easy to follow system using SME as its backbone. A system you can use to stop ‘selling’, to sell more.
This ONE ‘simple’ thing has helped me win multiple million-dollar deals effectively. Not bad for an Engineer, right?
Personally, being good at sales, to me means maximizing my chances of winning when I commit to chase an opportunity. Secondly, it’s being able to actively drive the sale by adding tremendous value to my customers.
Within this book, I will share my best practices and how I’ve implemented them to reach sales success, so you can benefit from the lessons learned. Together, we will explore an optimized system that will help you go from an identified opportunity to a deal well made.
You will learn exactly how to harvest the power of SME, by Challenging, Teaching and Involving your customers on a common journey towards seller & buyer success.
Why Challenge?
By now I think you know that Challenging the customer is key in providing them with new insights.
“Customers aren’t looking for reps to anticipate, or “discover,” needs they already know they have, but rather to teach them about opportunities to make or save money that they didn’t even know were possible.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer
Why Teach?
I often get the question, what does teaching have to do with sales? People often wonder why the book cover has a big cross through the word Sell and replaced with the word Teach?
Little did they know, that teaching is in fact the highest form of selling…
The ability to sell someone your ideas, your thoughts, your advice.
Why Involve?
This is where this book really shines. This is where this book will make success an inevitable outcome of your actions.
You will learn to follow a powerful process and implement strategies to get your customer to act and move forward when you do too.
Because in the world of today, actions are key. If your customer refuses to take action towards your common goal, they aren’t invested and they’re less likely to buy.
I would be honored if you’d join me on this quest to leave “salesy” sales behind and start using SME to increase sales success.
Are you ready to climb on board? If you are…. then great!
What lies ahead, is a system that will be our framework from now-on forward.
It’s a system designed to actively drive towards results, whilst staying true to our moral beliefs and integrity.
Let’s explore how you can structure Challenge, Teach, Involve into a system that wins more deals. A system called the Engineer’s way.
The Engineers’ way, you say?
YES SIR! The system that will enable you to use your Subject matter expertise to drive sales without being salesy, is called “the Engineer’s way” because:
a: I’m an Engineer
b: it also works for introverts (including nerdy engineers like myself), and
c: it’s a system designed for maximum impact.
Ps. You dont’ have to be an actual engineer yourself to make use of it. But you will start to think like one, ones you start using it!
Here’s what this system will do for you.
Insights: Understand the strategies and processes needed to control your own success.
→ Poor sales results often are a symptom of lacking structure and focus. Unlock 4 powerful methods that will enable you to stop chasing opportunities that will never land and start driving those opportunities that matter.
Qualify opportunities Fast & Furious Use 5 simple questions to disqualify your time wasters, so you can spend your time working on opportunities that will actually land.
Manage your sales process, take control, and help your buyer progress Stop walking around without a plan and get laser-focused. Take control with a strong Mutually Agreed Action Plan and guide your customer towards the desired outcome.
Manage the Customer’s Team to consensus Use a killer template to manage stakeholders effectively, and remove hidden buying bounderies.
Craft proposals that convert Learn the secrets behind a killer proposal, and help make that buyer’s decision go your way.
Action: Read → Implement → results
→ Get access to dozens of easy-to-implement SME selling skills, you can use to level up your game right away…
Get to know what your customers really want Needs assessment made easy, use this 7 step process to find the root cause of the customer’s problem.
Win a deal even before the offer is made Mutual commitment strategies you can use to get customer commitment early and skyrocket your chances of winning.
Use your Subject Matter Expert’s advantage Implement inclusion tactics to have non-buying departments specify your solution, and neutralize the purchasing department.
Follow up and secure the win Learn to read the signs and avoid losing out to the competition.
Examples: Learn by example
→ Dozens of templates, case studies, and instruction videos for you to reference while you working on your day-to-day sales opportunities.
Craft your own lead qualification system Templates and instruction videos to help set up an opportunity scoring system, so you can now qualify leads based on solid data.
Project manage your way to victory Use the Mutually Agreed Action Plan template to manage opportunities and become the expert your customers will follow.
Test yourself and grow Get to know yourself with a professional personality test that will help you leverage your strengths even better.
Think like a man of action, act like a man of thought Use the daily action planner to set out your path make success an inevitable outcome of your growth.
there is nothing out there quite like it…
→ Excel templates, Case studies, Instruction videos, a Living Book full of advanced SME sales strategies and tactics, with new content added monthly!
It’s a Living Book! New Chapters keep being added, this book actually grows as you grow. Plus, I’ll personally keep updating this book to make sure you’re only working with the strategies and tactics that are working in the present.
More than just a book PDF downloads, Excel templates, Instruction videos, Tests & Guides are all included. I’ve seen training courses costing $1,400,- offer less value.
My personal resource list I’ve combed through the best of the best examples of what’s working now so you have clear cut examples to pull from.
After more than 2,000 happy customers, hundreds of successfully graduated students (yes, I teach this stuff at multiple Universities in the Netherlands)… it’s easy for me to simply recommend to give the book a chance.
Who’s this book for anyway?
Sales professionals – I’ve helped quite a few, let me help you!
If you make a living selling things, you know how important building trust is. Coming across as a true expert is what separates high performers from the rest of the pack. Let this book work as your secret weapon in creating that true SME selling experience. If you hit a wall while chasing an opportunity, simply open up this book and find ways to drive that sale forward.
Small Business Owners – Sales is the lifeblood of your company!
I have tremendous respect for anyone who’s managed to build their own business (online or offline). This book is built in particular for entrepreneurs who understand the value of sales, and want to execute with authenticity and success. This guide is your sales toolbox from now on forward, filled with easy-to-follow strategies any business can use to maximize profits.
(Sales) Engineers – You are me 10 years ago!
This book will fit you like a glove, everything you read in this book today, can be applied to your job tomorrow. While this guide will help level up your skills massively, it will also do something arguably more important… it’ll help you get in the driver’s seat! Use “the Engineers’ way” system when working on your projects to help steer towards positive results and depend less on others to do it for you.
Get full access to the Challenge, Teach, Involve and the “Engineer’s way” today.
Includes the full Book + Templates + Instruction videos all in an easy to access members area
Take advantage of our Earlybird pricing. Get Lifetime Access to Challenge, Teach, Involve while you still can!
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Ps. Please don’t impulse buy this book. Although this book is priced much lower than our other books (typically priced at 200-1000$), and the value it contains can easily pay itself back by applying just 1 of the many Golden nuggets you’ll find inside, we don’t want you to waste your (and our) time if you’re not ready to take action and make change happen.
P.P.S. We don’t do refunds. When you read this book, the value it will bring you can’t be unseen. As said, don’t buy on impulse, buy because you want/need to.
Author of Challenge, Teach, Involve. Just like many, I tried to do sales the way it’s taught…you know, the “sell me a pen” way.
The problem with being that kind of sales guy is, it doesn’t bring the results you’re after (especially not in the long run), and it isn’t sustainable to be someone you don’t want to be.
That’s why I started doing things differently when I launched my first startup, now a multi 7 figure company in Oil&Gas filtration.
My experiences led to the development of “The Engineers’ way” sales system. This system forms the fundament of the book your about to enquire: Challenge, Teach, Involve.
Inside the book you’ll get access to the same content I use when lecturing at multiple universities across the Netherlands.
As you can see, this book isn’t some fluff-filled ebook.
Expect a Bachelor’s Degree level of depth, written in an easy-to-read and understandable writing style.
In the last 3 years, I have seen hundreds of students grow into true Subject Matter Experts, driving sales forward while staying true to “the Engineers’ way”.
That being said, I’d love for you to join us.
– Mohamed Ali –