A real sales aid for your sales reps, the sales book is the salesperson's bible. Formerly made up of paper sheets contained in a binder, the sales [...]
A real sales aid for your sales reps, the sales book is the salesperson's bible. Formerly made up of paper sheets contained in a binder, the sales book is going digital! Salespeople can now present their products in a more fluid way, create and distribute personalized content that's updated in real time, and train themselves continuously... SalesApps explains the uses, advantages and production of an effective digital sales book.
Summary:
What is a digital sales book?
Definition
What's the point of a digital sales book?
Content creation and distribution
Real-time content updates
Fluidity of exchanges with customers
Advantages of the digital sales book vs. paper
An inclusive exchange
Immediate responses
Personalized content
An offer that can be modified online
Ongoing interactive training
How to make an effective Digital Sales Book?
The different types of commercial book
Products
Services
Consultants
What to put in your sales book?
The product catalog
Commercial characteristics
Product / service pitches
Presentation of the company
Interactive content
Solution selling
One part dedicated to customers, the other to sales reps
Conclusion: what to remember
What is a digital sales book?
Definition: The sales book is a sales presentation tool. It helps sales reps with their sales pitch.
The latter represents the ideal toolbox for better selling, training, communicating with the marketing department, while storing data and sales materials.
What's the point of a digital sales book?
Content creation and distribution
A sales support and presentation tool, the digital sales book lets you personalize content and distribute it in a fun way to prospects and customers. Your sales team can access all sales and marketing information quickly and easily.
Your sales reps and marketing department use the same communication tool, enabling them to collaborate in real time. Presentations prepared by the marketing team are online immediately, and any changes are communicated in real time. What's more, presentations can still be customized by the sales rep, using powerful editing tools. The digital sales book is therefore a genuine medium for disseminating information and creating content.
Fluidity of exchanges with customers
With a touch-sensitive tablet as a presentation aid, the salesperson is no longer facing the customer, but standing next to him. The fluidity of tactile movements considerably enlivens the exchange, and makes it interactive and participative, as the customer can take the tablet in hand if he wishes. The relationship changes considerably!
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The advantages of the digital VS paper sales book
A crucial element of the meeting with a prospect, the sales pitch is a demonstration that must make an impression, understand and respond to the needs expressed, and the "hidden" needs of your interlocutor. With a touchscreen tablet, no more flyers, brochures, and leaflets of any kind. All your documentation is available in a few clicks, up to date, and allows you to respond to any situation. Leave your cumbersome paper documentation at the office!
An inclusive exchange with your interlocutor
The act of selling includes a part of relational and emotional intelligence. A good salesperson must be able to create this atmosphere. The fluid handling of a touch tablet gives a playful side to your exchange.
Include your buyer in your exchange, by offering to use your tablet. You are no longer presenting, you are involving, and the relationship is at that point already pre-established.
Immediate responses
A touch-sensitive tablet gives you access to live information. Your documents, updated continuously, are at your fingertips! This means you can answer any questions you may have, and use all the media at your disposal to illustrate your points. This allows you to adapt your offer live, according to your customers' needs.
Customizable content
Your sales book gives you access to all available information about your client, allowing you to cover your subject thoroughly, and not be caught off guard during the appointment.
This way, you can customize your presentations according to your clients or prospects, build your own materials from those already established, and structure your sales pitch according to your buyer.
This allows for a more efficient approach, better prepared and tailored to your buyer, and with a higher potential for success.
An offer that can be modified online
"Strike while the iron is hot" This is especially true in sales. If you need to get back to the office to modify an offer, before sending it back to a prospect, they may have moved on completely by then.
A faster and more reactive approach will be more efficient! In addition, you can use an integrated tracking tool to know when your customer opens and reads your email. This can allow you to personalize the follow-up process.
Ongoing interactive training
To sell well, you need to be up to date. Whether it's a new product catalog, process or methodology, a digital sales book can include a system of continuous interactive training.
Product or service catalog Clearly indicate the characteristics of the products and remember to sort them according to, in order to find information and references more quickly. Keep it simple, present a straightforward offer, and include drill-downs, visuals and demonstration videos in your catalog if possible.
Commercial specifications This includes prices, promotions, terms of sale and delivery, returns, refunds and after-sales service.
Product or service sales pitches Present succinct sales pitches, regularly updated by the marketing team based on your feedback. A major element of a sales book is the response to potential objections. Make a note of any new objections, so that you can pass them on to the marketers, so that they can include them in the sales pitch with an appropriate response. Add notes on the competition, in case the subject comes up.
Company presentation A standard, short presentation should be part of your sales book if a prospect asks for it.
Interactive content As opposed to paper sales, the digital sales book boosts sales through multimedia, videos, 3D objects, case studies and more. Be careful, however, not to focus your attention on your tablet, but to stay focused on your customer, in an attitude of active listening.
Consulting and consultative selling The approach here is very different, and the salesperson must clearly define the prospect's needs or problems. This is the "solution selling" method. The objective is twofold: to demonstrate a potential problem, and to offer an effective solution, using data from articles, presentations, facts and figures, etc.
One part dedicated to customers, the other to sales reps
If the majority of the elements of your sales book are intended for clients, others are used for your training, and should help you prepare for the client meeting.
Conclusion : What to remember
In order to design an effective sales book :
You need to have a medium that is connected and updated in real time, so that you have access to relevant and current information.
It is also necessary that your support can work in disconnected mode, in case of signal loss
Prepare your sales pitch before the sale, in order to stay in the exchange with your buyer, and not to get lost in the clicks of your tablet. Don't forget that the salesperson is selling, and that the sales book is only a tool. Brevity and efficiency are key. The system of "drill-downs" (successive zooms) can be interesting to illustrate your sales pitch.
A salesperson must know his or her sales book thoroughly, in order to find the relevant information at the right time, and thus answer the customer's various questions quickly and fluently.
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