Engineering sales: How 'engineering superego' limits sales growth

Have you ever wondered why engineers, despite their technical brilliance, often find sales so challenging?

Join me and special guest, Mark Rathore, a chemical engineer who transitioned into a sales expert as he takes us through his intriguing journey from technical roles to mastering business interactions. 

You'll gain insights into the distinct neural pathways that separate engineers from salespeople and understand why engineers, despite their deep technical knowledge, often find sales challenging..

We also explore the uncomfortable but essential process of sales training and personal development.

Mark introduces the concept of "absorption latency," illustrating how new skills need time to take root, especially for methodical thinkers like engineers and architects.

Through analogies like switching the hand you wear your watch on, Mark addresses the need for persistence through discomfort to achieve meaningful growth.

We also celebrate the increasing presence of women in sales roles, adding a rich layer of diversity and strength to the industry.

Finally, we look into the psychological hurdles and limiting beliefs that engineers often face when transitioning to sales.

Mark shares his experiences and strategies on overcoming these barriers, highlighting the importance of practice and repetition.

This episode is packed with valuable insights for anyone looking to bridge the gap between technical expertise and sales success.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Engineering Sales Brain Circuitry Theory

Engineers struggle with sales due to differences in brain circuitry, explored through anecdotes and theories by a chemical engineer.

(0:13:49) - Navigating Sales Training and Absorption Latency

Embracing the unknown in sales training and personal development, absorption latency, diversity of women in the industry.

(0:17:06) - Overcoming Engineering Mindset in Sales

Highly competent professionals face challenges transitioning to sales, including ego barriers and limiting beliefs, requiring practice and coaching for growth.

(0:23:03) - Navigating Mental Absorption in Sales

Effective training, absorption latency, counterintuitive approach, self-awareness in thinking processes, sales and business development roles.

(0:27:04) - Engineering Mindset in Sales Resistance

Technical professionals struggle in sales roles due to lack of expertise, leading to internal conflict and misinterpretations of conversion rates.

(0:32:35) - Understanding Conversion Rates in Sales

Nature's conversion rates are often overestimated, highlighting the importance of accurate data and thorough sales planning and strategy.

Connect with Mark

LinkedIn:  https://www.linkedin.com/in/markrathore/

Follow me

https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/mDo-8xhnTvI