In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.
The sales reps have to be really focused when they are selling a product one-on-one, virtually with a screen. Their eyes are not going to wander. They aren’t going to be checking their phone or email.
Bulleted slides are gone with the times. It is time to create more dynamic and visually appealing slides so the customer can get the whole picture of how the transaction is going to go. When you get the customer on a video meeting, listen to them. Do not speak. This is critical when building trust with the customer. They will let you know where they are in the process, which gives the sales professional a way to visualize the dialogue using a digital whiteboard.
The sales rep needs to look at it from the customer’s standpoint. Whatever the customer is more comfortable with is the answer. What is the customer using already? If a customer needs to download a program to get on a video call with the sales rep, there will be late meetings, or rather no shows. If the sales professional is calling a corporate client, you may only be able to use the tools they use, due to security issues. Sales reps need to be more adaptable and more concerned about the customer’s experience.
It’s time to dump the demos and start listening to what the customer wants. What problems are the customers having? Really listen to their wants and needs. When the sales reps listen, they start building trust with the customer. If you are just out for the sale and don’t care about their needs, that is when you are going to lose them as a client.
First and foremost, it goes back to what the customer might prefer. However, there are some great tools out there that can be of good use, if the customer is on board. Join.Me, Skype, WebEx, GoToMeeting and Zoom, just to name a few. There is also a free app called Doceri from the App Store, which is great for whiteboard presentations.
Using screen to screen selling and tools, making sure those tools are mobile friendly, and communicating the way the customer wants to communicate is essential in today’s market. Customizing your sales process and engaging customers in new/exciting ways eliminates assumptions and gets down to solving the problem faster. It sets you apart, and you will increase the odds of winning if you do this.
What’s the most powerful sales tool in your arsenal?
Name the one tool or app you use for sales or sales management that you can’t live without.
Who’s your sales role model?
Allen Wise and Art Sobczak
What’s the one book that every sales person should read?
New Sales Simplified by Mike Weinberg
What’s your favorite music to psych yourself up for an important sales call?
iTunes Playlist, Sam Smith
What’s the one question you get asked most frequently by sales people?
How can I continue the same amount of sales or increase my sales volume and not get overwhelmed with all the latest technology?
What’s the first sales activity you do every day?
Doug reviews the list that he knows can make the biggest impact.