Water Well Journal
Issue link: http://read.dmtmag.com/i/573697
T ablets and iPads are rapidly becoming the medium of choice for some salespeople. They're lightweight, fast, flexible—and they allow you to showcase your work or your products in a fresh and engaging way. Tablets are especially adept at addressing a number of common selling situations in the moment. Presented with an objection? Show a short video of a cus- tomer giving you a glowing endorsement. Concerns about pricing or availability? Check inventory, price, and discounts in real time. Need to find detailed product specs? Access your database with a few quick clicks. Ready to seal the deal? Get a digital signature on the spot. Tablets allow you the flexibility to walk around, switch between apps, and often foster a more interactive sales call. Now for the bad news. Because tablets came onto the scene so quickly, too many salespeople are learning how to use their tablet by trial and error—a risky proposition when a sale could be riding on it. It's critical to work with your technology so it supports your message as opposed to detracting from it. So if you missed the training class, here are some best practices and handy tips for using your iPad or tablet on a sales call. Hands-on presenting A surprising way to increase a prospective customer's mental engagement with your product is to get them physical- ly engaged with your tablet. Instead of showing a person something by holding your tablet out in front of you, offer the tablet to your customer and encourage them to touch or swipe it. Tip: This works best with one to two people. Using a stand If you have more than two people or have a lot of content to show, you need a stand for your tablet. It's physically im- possible to hold a tablet perfectly still for more than a minute. Every time you look up or shift position, your prospect will have to shift as well to see the screen. Tip: That flimsy folding stand you use at home is not going to cut it. Try something more substantial, like Belkin's FlipBlade Adjust ($30). Keeping it clean Even if your sales call is more informal in nature, that doesn't mean your customer wants to see smudged finger- prints from your last meal. Tip: Carry some pocket cleaners in your case or car and give your screen a thorough wipe down before you go out the door. Disabling distractions I wish I could fall asleep as quickly as my iPad. Most tablets go to sleep if untouched for a few minutes. This can cause somebody to tune out as they wait for you to log back on. Also be sure to disable those notifications you receive from social media. You don't want a LinkedIn request from your college buddy's ex-girlfriend's brother to disrupt the flow of your sales call. While some tablets require you to disable noti- fications on an app by app basis, you can do it quickly in one place on your iPad under "Settings." Tip: Turn off the sleep mode on your iPad by going to General Settings > Auto Lock or Sleep > Choose Manual and enter a time period (or Never). For your Android tablet, go to Settings > Display > Screen timeout > Choose a time period. Amplifying your sound The sound quality on computers or tablets is notoriously poor. So if you plan on showing a video clip or if sound plays a key role in your presentation, bring a portable speaker. Even if you're connecting through a projector, don't count on sound being available. Tip: You can pick up a decent portable Bluetooth speaker for around $30. JULIE HANSEN ACT LIKE A SALES PRO If you have more than two people or have a lot of content to show, you need a stand for your tablet . Got a Topic? This month's article was inspired by a Water Well Journal reader. If you have a sales topic or challenge you would like to see addressed in future issues, send it to me at julie@acting forsales.com and I will do my best to tackle it! 68 October 2015 WWJ waterwelljournal.com SELLING WITH A TABLET OR IPAD Follow these best practices when you use a tablet in your sales presentation