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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 [...]
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[post_date] => 2017-03-08 16:22:38
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[post_content] => The sales pitch is a crucial element in the relationship between a salesperson and a customer. It's that moment when you feel that your demonstration hits the nail on the head, that you've understood the needs expressed or masked, and that the whole decision-making chain is about to decide in your favor. You have a whole range of tools at your disposal to achieve this: flyers, brochures, leaflets, a website or a PowerPoint presentation. But you could use a tablet as a sales tool to be even more effective. If you're not sure, here are 5 tips for selling better with a tablet and leaving 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 on a hard drive. Access to information is direct. Everything is always available, at your fingertips and constantly updated. The salesperson is able to answer all questions and use all media without hesitation. This is a guarantee of seriousness and professionalism, which is useful for making tailor-made offers that are truly adapted to the customer's needs.
Whether online or offline, information retrieval is instantaneous and exhaustive. No loading time, no wasted time: the discourse is fluid and structured to answer any questions or queries that may arise.
3. Personalize your approach
If your application is already customized to your brand's colors and style, you can also personalize your sales materials. By building your own presentations in just a few minutes from existing templates, you'll be able to structure a sales path adapted to the customer's needs, in line with a previously worked-out sales pitch and demonstration.
Personalizing your approach also requires precise knowledge of available data. All customer information is centralized in the tool (order history, visit reports, statistics and figures), enabling you to work effectively 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 tangible 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 customer a few days later, who has already moved on.
Strike while the iron is hot, as the old saying goes.
By sending your customer the accompanying customized presentation immediately, you make the process quick and responsive. They can share it and enrich their thinking directly after you've left. What's more, thanks to an integrated tracking tool, you know when your customer reads the message. Crucial information for personalizing your approach.
5. Stay on top of your game with ongoing interactive training
Good selling also means being able to train regularly to be more effective. Whether it's a new product, a new process or a new sales method, it's important that you're always up to speed, both technically and in terms of human relations.
Thanks to its interactivity, ease of use and integrated functionalities, the tablet offers the possibility of training at any time, at the pace chosen by your teams. Continuous, practical training that's truly adapted to the realities of the field.
The tablet isn't just a sales tool. It's the ideal salesperson's toolbox for better selling, training, communicating with teams, head office or the marketing department, while storing data and sales aids. A complete kit to digitalize your sales force, and transform your organization to make it more competitive.
If you liked this article, I invite you to download our white paper: "KPI & ROI of Sales Enablement
" andcontact us.
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