What Qualities Make for an Effective Technical Rep? – EBOSS

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The EBOSS Team

27 November 2020

What Qualities Make for an Effective Technical Rep?

Last month we told you that your technical rep is the main factor in specifiers staying loyal to a brand. But not all technical reps are the same – how does yours really stack up?

The qualities that a good technical rep should have might seem simple, but our Specifier Insights 2020 research tells us that many fall short of the mark.

So, what makes a good technical rep?

They need to know the product inside out so that they can answer the detailed questions quickly, correctly, and with confidence
They need to be more than glorified salespeople, they MUST have the technical knowledge and, ideally also an understanding of the real-life context for a specifier
They need to be clear when they don’t know, find out quickly, and come back to specifiers in a timely manner (within a day)
They need to be available — answer the phone or email and return calls quickly. If reps are not responsive, your products will not be specified as an architect will move onto the next option
And for loyalty, they need to build good relationships — be engaging and friendly, and become the person that specifiers know they can trust and rely on

All this is about giving specifiers confidence and certainty. The risks involved in what they do means they are looking for indicators that you’ll be there to support them when it matters, and your technical rep is your main line of defence for building this perception.

Chat with your tech reps, and find out what support they need to be able to offer this level of service.

Request a copy of Specifier Insights 2020

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