The Art of Sales Engineering

The essence of the sales engineering is to technically sell a solution. This can involve many different activities (learning, problem solving, designing, demonstrating, presenting, etc.) and in all of these activities there is one theme which...for me...turns sales engineering into an 'art'. And that is to present the product/solution in the absolute best light possible...and never be wrong. Presenting anything less than the best...sells the product short...and therefor it is not being represented as having as much value as it could. And as for being wrong...a sales engineer is a 'trusted advisor'. The prospective company is going to write a check based on the accuracy of what they heard from their 'trusted advisor'. Not good...if after the sale...they find out they did not get what they expected.