Latest News: Technology |  Celebrity |  Movies |  Apple |  Cars |  Business |  Sports |  TV Shows |  Geek

Trending

Filed under: News

 

How to Make Sales With a Tablet

Jan 3 2014, 9:56am CST | by

10 Updates
How to Make Sales With a Tablet
Photo Credit: Forbes
 
 

Comments

Full Story

How to Make Sales With a Tablet

This article is by Bill Rosenthal, the chief executive of Communispond , a provider of communications training.

It’s a common occurrence when a salesperson makes a proposal: The customer gets on the Internet, finds a cheaper price, and challenges the salesperson to do better. What should the salesperson do? If she’s equipped with a tablet, she can level the playing field. She can use a wide range of apps, websites, videos and slides to support her spoken words to move the sale forward.

She might show a video of a customer giving the product a rave endorsement, bring up photos of successful installations, check inventory, provide exchange rates, translate technical terms, and, when the deal is done, take a digital signature. Before we know it, presenting with a tablet will become the expected way to make a presentation. Salespeople who cannot do it will risk becoming obsolete. (Tablets also are becoming invaluable tools for many of a salesperson’s workaday tasks—making or changing customer appointments, booking reservations, scanning images, taking notes, connecting with the company’s CRM system, etc.)

The key to selling with a tablet isn’t being more technologically adept than the customer. It’s being able to use external displays to present information clearly, persuasively, and meaningfully. What you say is as important as what you show. Nobody’s persuaded by razzle-dazzle or a data dump. The salesperson and the customer must be the stars of the show, and the technology a supporting player.

It’s easier to access external content with a tablet than a laptop: You can bring up:

• Youtube—for videos of customer endorsements, interviews with subject matter experts, or perhaps an animated flow chart that helps the customer understand the value proposition.

• LinkedIn—to connect the customer with your professional network for information that supports your claims.

• The Financial Forecast Center—for data on the economic outlook for various markets and industry sectors and for currency exchange rates.

• Preselected websites—to describe what the customer’s competition is doing.

• Google Translate—for technology terms and business jargon in other languages.

• Yelp—for customer reviews (assuming they’re positive).

• SignNow or DocuSign—for the customer’s digital signature.

Some successful salespeople like to hand the tablet to the customer for easy viewing of the display, and encourage them to touch and swipe the information. This can be especially effective when presenting to more than one person, as the tablet can be passed around. It’s best to offer the tablet rather than simply to hand it over, because it might not always be welcomed.

A tablet’s ease of use can potentially undermine the salesperson’s effort, however. Proud of his ability to access a wide range of sights and sounds, the salesperson can easily find himself giving more attention to his tablet than to his customer. The customer deserves much more eyeball time than the tablet, of course. Moreover, the salesperson shouldn’t launch into his show-and-tell about his company before having a dialogue with the customer that establishes trust and helps make clear the customer’s situation. And, as in any sales call, the salesperson should spend much more time listening than speaking.

It’s important to be selective when deciding what external material to use. The effective tablet presenter begins the planning by identifying the main points that should be brought across. Then she selects the few displays that will best add impact and clarity to support her key points. When making a tablet presentation, less is usually more.

Don’t get locked in to using the content in a particular sequence. Always be ready to adjust your presentation as the customer clarifies his needs or you’re told that the sales call has to be shortened. Anticipate the questions the prospect might ask, and have displays available to help you answer them. The visuals should be simple, easily read and easily explained. More complex information should be presented in a handout./>/>

Tap the screen to bring up a new visual, think about what you plan to say, and quickly turn to the customer. Give her a chance to see or read what you’re showing before you begin to explain it. Keep your eye on the customer as you do the explaining.

Every important sales call should be carefully rehearsed. This is particularly true when presenting with a tablet, because there will be many opportunities for glitches. You should learn in advance if it’s certain you will have connectivity. You should know how to open, close, and navigate the content, make certain that URLs are bookmarked and apps are preloaded and tested, and check that the battery is fully charged.

A properly planned tablet presentation can eliminate the need for the bulky loose-leaf binders that some salespeople still lug into a prospect’s office. Also you’ll impress the prospect with your ease with technology.

The future belongs to the salesperson with a tablet.

5 Steps to Making a Sale Through Social Media

Source: Forbes

 

iPad Air Giveaway. Win a free iPad Air.

You Might Also Like

Updates


Sponsored Update

Update: 10

4 Firms In Iskandar Malaysia Get Facilitation Fund Totalling RM16.2 Million

Source: Malaysia Today

MALAYSIA-WEATHER-FLOOD
(Bernama) – Four companies have received the facilitation fund amounting to RM16.2 million from TERAJU@Iskandar Malaysia in an information sharing programme on business opportunities and assistance for the s ...
Source: Malaysia Today   Full article at: Malaysia Today 4 days ago, 7:42am CDT
 


Advertisement


Update: 9

Selangor’s Watergate about to explode

Source: Malaysia Today

LEBANON-SAMAHA-AZMI BISHARA-ISRAEL
Anwar brought Wan Azmi to meet Khalid to try to resolve this matter. Anwar supports the RM2.5 billion claim but Khalid is stubbornly sticking to the figure of RM250 million.... READ M ...
Source: Malaysia Today   Full article at: Malaysia Today 5 days ago, 4:12am CDT
 

More From the Web

Update: 8

GLCs told to provide RM7 billion to develop Bumiputera firms

Source: Malaysia Today

EurAsia Cup presented by DRB-HICOM - Day One
(The Malaysian Insider) – Putrajaya has directed government-linked companies (GLC) to generate RM7 billion in business opportunities for Bumiputera firms this year, Prime Minister Prime Minister Datuk Seri Najib Razak... READ ...
Source: Malaysia Today   Full article at: Malaysia Today Jul 17 2014, 2:05am CDT
 

Update: 7

Rafizi shows proof of Putrajaya’s hand in contentious carpet-trader loan

Source: Malaysia Today

Eileen Ng, The Malaysian Insider PKR lawmaker Rafizi Ramli today revealed documents to prove Putrajaya interfered in the RM32 million Bank Rakyat loan to ‎controversial businessman Deepak Jaikishan. Rafizi ...
Source: Malaysia Today   Full article at: Malaysia Today Jul 16 2014, 2:16am CDT
 

Update: 6

PAS MP claims Bank Rakyat loaned carpet-trader RM215m, interest free

Source: Malaysia Today

(Malay Mail Online) – Controversial businessman Deepak Jaikishan (pic) was given a whopping RM215 million interest-free loan from state-owned Bank Rakyat, a PAS lawmaker alleged today, despite Putrajaya’ ...
Source: Malaysia Today   Full article at: Malaysia Today Jul 14 2014, 5:52am CDT
 

Update: 5

MRCB, Nusa Gapurna and PKNS settle suit over RM3 billion PJ Sentral project

Source: Malaysia Today

(The Malaysian Insider) – Malaysian Resources Corp Bhd (MRCB), Nusa Gapurna Development Sdn Bhd (NGD) and PKNS Holdings Sdn Bhd have reached an out-of-court settlement ...
Source: Malaysia Today   Full article at: Malaysia Today Jun 21 2014, 2:53am CDT
 

Update: 4

Story behind Syed Mokhtar’s ‘RM2.25 billion tax-exempt’ Bernas deal revealed, says PKR MP

Source: Malaysia Today

(The Malaysian Insider) – An innocuous written reply in Parliament has provided a peek into the cosy relationship between the Najib administration and Malaysia’s best-known businessman, Tan Sri Syed Mokhtar... READ MORE ...
Source: Malaysia Today   Full article at: Malaysia Today Jun 15 2014, 12:56pm CDT
 

Update: 3

Constitutional monarchy still murky concept

Source: Malaysia Today

After the RM4.5 billion land sale, the Sultan of Johor secured a 15% stake in MOL Access Portal (MOL) for RM396 million and took a 20% s ...
Source: Malaysia Today   Full article at: Malaysia Today Jun 14 2014, 12:37am CDT
 

Update: 2

Sultan of Johor’s RM4.5 bil backlash?

Source: Malaysia Today

"GOLDEN ASIA" Tokyo Premiere Press Conference
Has Sultan Ibrahim of Johor’s succession of big money deals over the last six months caused the tide of public opinion to turn against Johor’s royal palace? KiniBiz examines the... READ ...
Source: Malaysia Today   Full article at: Malaysia Today Jun 11 2014, 8:49am CDT
 

Update: 1

Putrajaya denies carpet dealer given interest-free loan

Source: Malaysia Today

Eileen Ng, The Malaysian Insider Putrajaya today refuted allegations that Bank Rakyat had allowed carpet dealer Deepak Jaikishan to repay a RM32 million loan without interest following interventio ...
Source: Malaysia Today   Full article at: Malaysia Today Jun 11 2014, 5:44am CDT
 

Shopping Deals

 
 
 

<a href="/latest_stories/all/all/31" rel="author">Forbes</a>
Forbes is among the most trusted resources for the world's business and investment leaders, providing them the uncompromising commentary, concise analysis, relevant tools and real-time reporting they need to succeed at work, profit from investing and have fun with the rewards of winning.

 

 

Comments

blog comments powered by Disqus

Latest stories

Last Week Tonight with John Oliver is the Most Depressing Comedy Show on TV
Last Week Tonight with John Oliver is the Most Depressing Comedy Show on TV
The Last Week Tonight with John Oliver becomes a fixture on Monday morning. The main story of the show are the most depressing comedy on TV right now. Watch this weeks episode about Nuclear Weapons in America.
 
 
For Back to School the Acer Aspire ES1-511-C59V Laptop is a Great Choice
For Back to School the Acer Aspire ES1-511-C59V Laptop is a Great Choice
Acer Aspire ES1-511-C59V Laptop is available at Amazon for $303.80. It is getting close, back to school time will be here before you know it. Be sure your student is ready with the Acer Aspire ES1-511-C59V Laptop....
 
 
Book Profits On IBM And Verizon, Buy This Toy Maker And Homebuilder On Weakness
Disclosure: I have no positions in IBM, Verizon, Lennar or Mattel. The Dow Jones Industrial Average and Dow Transportation Average set all-time intraday highs last week on July 17 at 17,151.56 and 8,406.17, respectively...
 
 
Katy Perry Answers Nicki Minaj Racy Tweet
Katy Perry Answers Nicki Minaj Racy Tweet
The electric girl, Katy Perry expressed her opinion on Twitter about Nicki Minaj. She also appeared in a Brooklyn concert in a firework bustier.
 
 
 

About the Geek Mind


Read more about The Geek Mind.