D
igital transformation is a process that led to numerous evolutions within the salesforce. Today, those have to face a constant need of adaptation, legitimately required by more informed customers. Indeed, new technologies have become necessary tools for the smooth functioning and efficiency of sales forces, which must constantly renew their customer approaches.
Being able to close its deals is a challenge built on your sales force capacity to adapt itself to new technologies and its hability to shoulder the advisor’s role in order to guide your customers through a multitude of offers.
Customer experience is central in the sales process and needs to conform to current requirements.
If you’re looking for advices on this subject, here is an article that explores different ways to improve your customer meetings.
1 – Making your presentation more impactful
Keep in mind that customers are already informed on your product, as it is easy to find basic information about the offer of your company and your competitors. Therefore, anticipating your client’s questions, potential needs and objections will allow you to prepare in advance.
Each customer may have different expectations, learn about the challenges facing their industry, and develop solutions that your product or service can address.
2 – Modernize your presentation
There’s probably other companies offering the same products or services as yours. Customer meeting is then a key moment to make a difference within competitors.
The originality and the professionalism of your presentation are not to be overlooked, as they can make the customer’s choice change.
The format and support you use for your presentation must be more modern and innovative than those of your competitors. Numerous digital tools are able to meet this objective.
Beehivr offers a customizable sales enablement mobile app that can modernize your presentation in order to make the most of your customer meetings.
3 – Guide the customer
Keep in mind that customers are already informed on your product, as it is easy to find basic information about the offer of your company and your competitors. Therefore, anticipating your client’s questions, potential needs and objections will allow you to prepare in advance.
Each customer may have different expectations, learn about the challenges facing their industry, and develop solutions that your product or service can address.
4 – Offer multiple opportunities
Your product or service presentation needs to focus on your customer’s problems and needs. The solutions you offer him must be multiple and adapted. Your offer always focused on your customer, should not overestimate or underestimate his expectations before the meeting because it is a moment of communication and information sharing where it would not be welcome to impose yourself.
Before your meeting, prepare multiple options that can answer your customer’s needs and remain open to what they propose, this can help you to start negotiations
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5 – Adopt an innovative sales technique
The communication you use to present your product and/or your service is important, because it shows the image you wish to convey to your customers’ imagination. Adopting innovative sales support can influence how your customer perceives you.
For example a mobile sales enablement app is an original and innovative tool to get your interlocutor’s attention. Finally, the fact of giving interest to the various technological innovations and making it known through your presentation is the guarantee of a memorable customer meeting.
6 – Promote the digitalization of your sales force
Digital transformation has led to many changes in work organization. Indeed, nowadays effectiveness, productivity and fastness of a service or a product are aspects that all of your customers are expecting. Today technology makes these expectations more demanding than ever.
During customer meetings, this logic is the same, the customer is expecting that your presentation be effective and answer its criteria. Your sales professionals need to have access to sales collaterals no matter where they are.
A mobile sales app offers the possibility to have access to your data on a mobile support, even without an Internet connection!
Beehivris developing a mobile app that can reinvent how your sales force lead their customer appointments.
7 – Build a trusting relationship with the customer
The success of a sale is often accompanied by a customer relationship built on trust. “Do today what can be done tomorrow” is a maxim that should inspire your meetings.
Making promises to your customer is part of the sales process, but should not affect trust afterwards. It is important to weigh your words so that they reflect what you can actually offer your customer. To do so, your sales force must have the information and resources at hand. A mobile sales support is a tool that can support and facilitate the work of your sales representatives.
8 – Be open to client recommendations and objections
Digital transformation has led to many changes in work organization. Indeed, nowadays effectiveness, productivity and fastness of a service or a product are aspects that all of your customers are expecting. Today technology makes these expectations more demanding than ever.
During customer appointment, this logic is the same, the customer waits for your presentation to be effective and meet his criteria. Your sales professionals need to have access to sales collaterals no matter where they are.
A mobile sales app offers the possibility to have access to your data on a mobile support, even without an Internet connection!
Beehivr is designing a mobile app that can reinvent how your sales force lead their customer meetings, ask for a demo right now.
9 – Focus on branding
Customer visits are an opportunity to gather positive testimonials and a chance to show the ingenuity of your sales force through dedicated technological tools. Branding is therefore a true marketing strategy and an effective way to grow your business.
A mobile sales enablement app can not only make your sales force more efficient, it can also spread an innovative brand image to your customers.
10 – Provide interactivity to the presentation
How you interact with your customers is fundamental. The customer meeting is a moment of exchange during which your sales force assume the role of scout. The use of an interactive presentation support makes it possible to place your client at the heart of the exchange.
The fact that the presentation can be shared with your client can lead to more conversations and encourage them to manipulate your support on their own.