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5 reasons to digitalize your sales materials
Indispensable companions for many sales reps, sales aids form the basis of your sales strategy. Carefully designed by one or more marketing teams and relayed in the field by sales forces. However, while traditional catalogs and brochures used to occupy a special place in the collective imagination of sales meetings, digital media have gradually supplanted them. They are more practical to use and easier to transport.
While this transformation does not yet completely free you from paper, it offers new perspectives in customer relations and could well revolutionize your approach. SalesApps tells you more about these tools that digitalize your sales force
How to digitalize your sales supports?
Transform your customer meetings
The paper sales aid is the link between the customer on one side and the salesperson on the other. The salesperson sets the pace and turns the pages or shows what he or she wants to show in an often one-way demonstration, where the customer's passivity can generate boredom and frustration.
The use of a tablet creates a whole new sales experience. It is more inclusive, more participative and more alive thanks to a dedicated application. For the magic to work, it is necessary that this application be made to measure for this type of demonstration and to integrate the customer in this relationship.
He can touch the tablet, swipe between photos or visual elements, he takes ownership of the tool, chooses what he wants to see and defines his sales path, simply by being guided by the salesperson.
The digitization of your media requires a Mobile Sales Enablement application that goes further than a simple digital display. Indeed, it accompanies the salesperson's speech by adapting its display according to the customer's wishes and the current exchange with the customer. By facilitating the discovery of related products, it becomes easy to make cross-selling through the whole range proposed.
Far from a linear catalog with a basic summary, your application highlights your best assets to target what really interests your customer. It is then the ideal tool for your sales team!
This is a major paradigm shift that redefines new boundaries and ensures a more personal engagement from the prospect or customer. The latter then plays an active role in this new sales experience.
Always be up to date
When handling catalogs, brochures, data sheets or any other paper-based sales support, it is easy to get lost or to drown your customer in a deluge of information that can be counterproductive. Through a custom-made application, having a digital approach avoids hesitations, hesitations or searches.
All the documents you need are always at hand, with or without an Internet connection. In two clicks, or "taps", your tablet becomes the extension of your argument and provides concrete, real and immediately applicable evidence.
These materials are easily updated and their publication cycle allows for continuous improvements in content and form. On your side, you will always have the most up-to-date version at all times. Perfect for not missing any sales!
Focus on interactivity
Videos, 3D demonstrations, 360-degree photos or films, impactful visuals... transforming your sales materials into digital versions offers you new communication opportunities to illustrate your messages with even more impact.
Not only can the customer manipulate the tablet himself, but it allows to enter a whole new dimension where it becomes easy to visualize abstraction or complex technical concepts. Your products and services are then perfectly highlighted and the interactivity brings a strong differentiating added value to your presentation.
Be more efficient
All your digital documents can be shared in one click, whether with your client, your colleagues, your assistant or any other support service. The information is fluid and the workflow is totally natural and organized. You can make a report of your visit in a few minutes right after your appointment or even make a commercial offer immediately in front of your customer.
All documents are easily adaptable to the needs of your contact for an ever more advanced personalization allowing you to optimize your sales. No more copy-and-paste presentations with no flavor! The digitalization of your presentations offers you the possibility to adapt them in depth to the real needs of your customer in only a few minutes.
The tablet is not just a medium. It is a working tool, a business gas pedal and a way to work more efficiently. You can easily point out a problem or a lack of information on a presentation medium to the right person so that the correction can be made as quickly as possible. Your sales book then becomes connected and intelligent, in line with the expectations of the salesman 2.0.
Work on your image
Do you have the image of the salesman who systematically walks around with his rolling suitcase containing a thousand and one documents, order forms or sales aids?
The digitalization of your sales media allows you to travel light, to work remotely in any situation, but also to associate your image and that of your brand with a reference of modernity, innovation and efficiency. You know better than anyone: the first few seconds are crucial! And you need to make a good impression, because your approach will significantly shape your exchange. Your tablet equipped with a Mobile Sales Enablement tool will be your best ally to perform better.
In short, to digitalize your sales supports:
Digitizing your sales materials does not mean sending them by e-mail or storing them somewhere on your intranet or via a Sharepoint interface. On the contrary, it's a new approach and a new philosophy that feeds a brand positioning to gain in efficiency, productivity and modernity.
It's a communication tool that helps your sales teams during their prospecting, sales or loyalty process. A good winning practice, which has the advantage of being quickly set up from a simple tablet.
If you liked this article, I invite you to download our white paper: "KPI & ROI of Sales Enablement.
" and to contact us.
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