Here are 6 reasons why:
1. The iPad only shares information the customer wants to know.
You in your wisdom as the great salesperson share what you think is important.
2. The iPad answers questions thanks to Google, and because of Google, the customer has options.
You answer the question the way you want to and then never ask the customer if you actually did answer their question.
3. The iPad can remember details from one call to the next.
You, on the other hand, think you can remember everything in your head and, therefore, never record anything. This becomes a tragic error when you then meet with the customer again and are not as prepared as you could have been to meet their needs.
4. The iPad invites the customer to participate by making it easy to find out something else or go to another screen.
You tend to show up with a presentation you spent hours working on and are determined to make sure the customer hears and sees every single point, regardless of whether the customer really wants to. Along the way, you never ask a question.
5. The iPad allows the customer to take short cuts and cut out boring stuff.
You believe everything is important and would never think of cutting short your presentation.
6. The iPad has energy and is engaging with the wide variety of ways it can show video.
You, on the other hand, can come across on a sales call as boring and lifeless because of the long day or long week you’ve had.
OK, I’ll stop here. I realize this is a complete spoof on comparing a salesperson and an iPad. I do have a point to make, though.
Are we doing what we can to make sure our sales calls are informative and interactive in the eyes of the customer?
Too many times salespeople think they’re engaging the customer, when in reality they’re not allowing the customer to be involved.
If you want to know my opinion on using the iPad or any other type of tablet on a sales call, I’ll say one word — yes. But only if the iPad is there to support you, not become a gimmicky gadget. Don’t ever allow whatever sales tool you use to become the central focus of the sales call.
You’re the expert. Engage the customer. Ask the questions and follow-up questions. Listen. Listen. Listen. Respond accordingly by matching the benefits of your product or service to what the customer wants and needs.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.