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Sales Enablement: Mastering your sales pitch
Why is mastering your sales pitch so important? In addition to their role as sales reps, your sales force are also ambassadors for your company. They represent you when they meet a prospect, handle a problem with a customer, negotiate with a distributor. Or when they share information on social networks or speak at a conference or trade show.
That's why words, style, presentation and language must be consistent, especially if a person meets several representatives of your brand on different occasions. We're talking about brand values, image, culture, but also the specific characteristics of a service or product. But when your teams are in the field, it can be difficult to master their speeches if you don't provide them with the right tools.
This is exactly what Mobile Sales Enablement can change for you.
A guided and structured sales pitch
Not all your sales reps are available to you at all times. You can't pick up the latest customer presentations or receive sales content with the context and explanations that go with it.
Thanks to a Mobile Sales Enablement tool on a tablet, your teams' speeches are focused. Indeed, the application's interface and tree structure act as a guiding thread for the sales force's commercial phrases. They know on which words, which values or which advantages to press according to the progress of the meeting. They then build a relevant and coherent sales pitch.
On the other hand, the customer is a stakeholder in this dynamic, since he is involved in the sales process. What is displayed on the screen is first integrated by the customer, then the sales representative can underline a key word or a particular point in his speech, or on the contrary, let the customer follow the path.
PowerPoint experts know this approach well: the presentation is a medium that is useless (and counterproductive) to read in front of your audience. The objective is to use this presentation to create a structured, influential and relevant speech.
It's the same thing with your tablet: it serves as a support to guide the sales pitch, which then becomes coherent in all circumstances. No more hesitation, no more doubt: you choose words that reinforce the impact of your speech.
For a better integration of new recruits
Mobile Sales Enablement doesn't just benefit sales reps . When working with your new recruits, whether they are recent graduates, fresh out of school, or more experienced, they will need to be trained in sales techniques.
They will then have to learn the codes, words and styles of the speeches and the commercial argumentation. Learn to manage commercial prospecting (by phone or not) and the handling of objections, all with persuasion in order to close the sale. This will also be useful for maintaining customer relations, and therefore customer loyalty.
So there's no need to wait for the latest freshly printed sales material. Since everything is accessible on the tablet, the exercise can be integrated more easily into the sales reps routine. As a result, the time - and therefore the budget - required for their successful integration is reduced.
Thanks to push notifications, they will be notified immediately when content is updated. Whether it's a new product or service, a new version of it or an update of the sales pitch.
On the other hand, this approach favors cross-selling, by proposing complementary and coherent product lines in a global offer. This is a good way to maintain and reinforce the confidence of your new recruits, who will then learn faster and more efficiently.
Sales pitch: ongoing training
Thanks to quizzes and adapted training tools, it is easy to repeat and reconstruct a speech. Whether it is on the content or on the form. Each product sheet includes the essential content, the language elements to master. As well as the competitive advantages on which to base your work. Not to mention that it is easy to test yourself to measure your progress in the integration of these communication codes.
Statistical analysis also reveals what each user has mastered, and what needs further learning. A sort of global dashboard that will enable you to better manage your teams. You'll then know where to invest time and extra energy to harmonize and master your sales reps discourse.
With a unified and harmonized discourse, words are worked on, content is shared and everything can be tested at any time to build consistency and a structured global image. No matter who you talk to, they will always speak with one voice to defend your products, your values and your brand image.
Whether it's for making contact, prospecting, building customer loyalty, during a sales negotiation or to sell, the sales pitch is the BA-ba of the sales meeting.
A guarantee of quality and confidence to cultivate your image and win new business! With Mobile Sales Enablement, the sales pitch has no more secrets for you!
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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