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# Engineers make awful sales people
- URL: https://www.annemariecharrett.com/engineers-make-awful-sales-people/
- Published: 2008-07-01T21:44:18.000Z
- Updated: 2021-06-16T21:10:18.000Z
- Author: Anne-Marie Charrett
- Tags: Software Testing Content, blog, #60c1d1dd5b103d003bb28239, #60c1d1dd5b103d003bb2823e, #60c1d1dd5b103d003bb2818f, #60c1d1dd5b103d003bb280e1, #60c1d1dd5b103d003bb28171, #639c594726924a003dc60d99, #64324ade31c943003d684eca, #60c1d1dd5b103d003bb28169, #60c1d1dd5b103d003bb281df, #60c1d1dd5b103d003bb281bc, #60c1d1dd5b103d003bb2823f, #60c1d1dd5b103d003bb2823a, #60c1d1dd5b103d003bb28165, #60c1d1dd5b103d003bb281f0, #634ba8a40132a2004dd843e2, #60c1d1dd5b103d003bb281ff, #60c1d1dd5b103d003bb281f2, #60c1d1dd5b103d003bb2815e, #60c1d1dd5b103d003bb28214, #60c1d1dd5b103d003bb28156

I had an interesting conversation today about the ability of engineers to be able to sell their services. As a one-woman band type consultant, I don’t have the luxury of a sales force that markets my wares in an enticing way. I rely heavily on referrals and the fact that I do a great job in software testing.  
When I am asked for a quote, I like to base my estimates on value. What is the best value that I can provide at a reasonable price? I think like an engineer.

However, I’m told that the best way to sell software testing is to focus on risk. How can you NOT afford to test? I need to think like a sales person.

So, are engineers in general good analysts but bad sales people?