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The sales pitch is a crucial element in the relationship between a salesperson and a customer. It is that moment when you feel that your demonstration hits the nail on the head, that you have understood the needs expressed or hidden and that the whole decision chain is about to decide in your favor. You have a range of tools to make this work: flyers, brochures, leaflets, a website or a PowerPoint presentation. Yet, you would benefit from using a tablet as a sales tool to be even more effective. If you're not sure, here are 5 tips to sell better with a tablet and leave your cumbersome paper documentation at the office.
1. Create an empathetic and inclusive relationship
Selling sometimes has an irrational side. It is not only on intrinsic qualities of the product or service that the buyer and seller agree. There is an element of relationality, empathy and emotional intelligence. The salesperson must contribute to creating this special atmosphere. For this, the use of a tablet brings fluidity, manageability and a playful side that helps both parties enter a bubble to serve the act of selling. The projected image is qualitative and your brand appears innovative, well structured and well organized. A conscious and unconscious work that changes the rules of the game by emphasizing the lived experience. By playing inclusivity, even encouraging the buyer to use your tablet to watch a demo or browse a document, half the work is already done. It's an active pedagogy, in a way: you don't present, you involve.
2. Answer all questions immediately
No need to search for a lost document at the bottom of a hard drive. Access to information is direct. Everything is always available, at your fingertips and constantly updated. The sales representative is able to answer all questions and use all media without any hesitation. This is a guarantee of seriousness and professionalism that is useful for making tailor-made offers that are truly adapted to the customer's needs.
Whether in online or offline mode, the search for information is instantaneous and exhaustive. No loading time, no wasted time: the discourse is fluid and structured to answer all the questions or queries that may arise.
3. Personalize your approach
If your application is already customized with your brand colors and style, you can also customize your sales materials. By building your own presentations in a few minutes from existing templates, you are able to structure a sales path adapted to the customer's needs, in line with a previously worked out speech and demonstration.
Personalizing your approach also requires a precise knowledge of the available data. All customer information is centralized in the tool (order history, visit reports, statistics and figures) and allows you to work in a truly effective way according to profiles and objectives. Not only will you never be caught off guard, but your approach will be more effective and better prepared with a direct and concrete impact on your sales figures.
4. Share your presentations immediately
Long gone are the days when you had to go back to the office to modify your offer and presentations, or ask your assistant to do so, only to get back in touch with the client a few days later, who will have already moved on.
As the saying goes, "Strike while the iron is hot.
By immediately sending your client the customized presentation that accompanies you, you make the process quick and responsive. They can share it and enrich their thoughts directly after you leave. In addition, thanks to an integrated tracking tool, you know when your customer reads the message. This information is crucial to personalize your approach.
5. Stay on top of your game with ongoing interactive training
Selling well also means being able to train regularly to be more efficient. Whether it is a new product, a new process or a sales method, it is important that you are always up to date on the technical level as well as on the human and relational levels.
Thanks to its interactivity, ease of use and integrated functionalities, the tablet offers the possibility of training at any time according to the rhythm chosen by your teams. Continuous training that is concrete and truly adapted to the realities of the field.
The tablet is not just a sales tool. It is the ideal toolbox for the salesperson to sell better, to train, to communicate with his teams, the head office or the marketing department, while storing data and sales supports. A complete kit that allows you to digitalize your sales force and that will deeply transform your organization to make it more competitive.
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