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Simple selling is a thing of the past. Make way for the sales experience. One that integrates the customer into a specific universe where the salesperson is at once a salesperson, an ambassador, a coach and an advisor. The meeting with the customer is not just a time for the salesperson to present his or her offer and work out a costed proposal. It is an experience that allows to create a bond, to build a long term relationship and to put oneself in the customer's shoes. An experience in which the right use of a tablet can make a significant difference in the sales act. Between emotional intelligence and mobile technology, discover how to transform your customer meetings for more efficiency.
Making good use of the tablet
When facing a customer, a tablet is a great tool to create a successful sales experience. But be careful, because the tablet is not everything. It is a tool and a support that does not replace the salesperson's speech and work. The salesperson must pay attention to the customer's body language and hesitations in his behavior. You think that everyone can handle a tablet? But this is not necessarily the case. It is necessary to be educational and to accompany the customer in its use. The objective is to break down barriers to create a bubble of confidence. Not to generate frustration by a condescending attitude. Indeed, there is no need to proudly show off your tablet like a trophy, even if it is the latest iPad pro. What matters is you and the use you make of it.
Knowing these potential gaps allows you to better work on your sales approach, because a 5-star sales experience is based above all on mastering the speech and its various arguments, as well as on the ability to bounce back on the customer's questions.
The salesperson listens, analyzes, and relies on his or her tablet to follow a logical path that is echoed in the presentation content. The tablet then transforms the sales pitch into a natural conversation for a better experience.
Focus on interactivity
The tablet offers new presentation capabilities thanks to photos, videos and 3D animations that are available at all times, with or without an Internet connection. These multimedia elements help create a unique sales experience with content tailored to the customer, which can also be easily shared and integrated into a presentation.
In front of a customer, the sales representative can include digital multimedia interludes that punctuate the presentation and give the customer time to breathe, while taking them into a rich, dynamic and visually appealing universe.
By playing both sides of the coin - with the human dimension on the one hand, through a frictionless interpersonal relationship, emphasis on emotional intelligence and active listening; and the technological dimension on the other, with a light, fast sales application with a studied interface and rich visual content - the salesperson has the opportunity to create a truly differentiating sales experience. In seconds, any content can be shared on any device, projected or transferred. A way to make this interactivity accessible to all, in real time and without any effort.
With graphically engaging content, carefully studied and designed in advance by marketing, the salesperson knows when it will have the most impact based on the customer's reactions. Are they to be convinced? To seduce? Reassure? To reassure? Each problem has its own solution with a Mobile Sales Enablement application on a tablet that provides the salesperson with the right content at the right time.
Whether it's videos, 3D presentations, photos, technical documentation or, why not tomorrow, augmented reality presentations, the tablet creates confidence and arouses emotion, surprise and amazement.
A 5-star sales experience must bring value to all parties. For the salesperson, it must save time and energy and optimize their work to sell better, more, and at the right time. On the seller's side, it must surprise, arouse interest and generate trust to facilitate the commitment to a business relationship.
That's what Mobile Sales Enablement is all about. It's a way of transforming the sales process that helps both parties make better decisions more quickly, in a good frame of mind, and with the satisfaction of having transformed a banal sales meeting into an experience that the customer will be able to relate to, and even be inspired by, for his own presentations.
If you liked this article, I invite you to download our white paper: "All about Mobile Sales Enablement" and to contact us.
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