Selling Your Ideas
Whether an owner, a manager or a designer, the one skill I most commonly observe in top performing Engineers is their ability to sell. Selling here is not just about products or services; it's about persuading others to believe in your ideas, support your projects, and buy into your vision. Whether it's convincing an owner to choose your services, proposing a different structural solution to a manager, or advocating for a promotion, your ability to 'sell' is essential.
One framework that has greatly influenced my career is the selling approach I learned in a Dale Carnegie Training. This method involves framing ideas in the context of alternatives:
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Clarify the issue: Frame the problem from the perspective of the person(s) you are talking to.
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Present your final recommendation: Begin with the end in mind to grab attention and focus.
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Offer multiple solutions: Present at least three options, including the status quo if appropriate, to demonstrate your thorough exploration of the potential solutions.
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Provide the benefits and drawbacks to each: Build credibility by showing your research and insights into each alternative.
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Reiterate your recommended solution: Reinforce the pros and cons and how it addresses the listeners problem.
I've had various opportunities to apply this skill; including:
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When selling advanced seismic analysis engineering services to a manufacturer worried about business disruption in their factories,
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When persuading management to purchase new structural software,
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And even when advocating for my career advancement (I am sure you can imagine the drawbacks I presented of maintaining the status quo).
This non-technical skill had such a major impact throughout my career that it remains a key reason I advocate for you to take Professional Development training, particularly in Communication (written and spoken) and Management (project and people). It is also why you should consider a firm’s support for professional development training when looking for the best company to work for. At SE Careers we provide a platform for companies to share this commitment, and for engineers to identify organizations that align with their professional aspirations.