Whether making a sales pitch during a 60-second elevator ride, or engaging in a walk-up meeting, short sales call, or any unplanned selling encounter, the effective salesperson can use prepared content to turn a quick, surprise exchange into a high impact sales interaction using sales enablement tools. Here’s how.
- Know Content
The salesperson ought to be familiar with the most up-to-date brand messaging available from marketing, and the most effective tactics used by the team’s top sellers. Using a sales enablement platform, this work is done long before the salesperson steps out of his office and into the field.
Rather than overloading the rep’s schedule with marketing team and sales manager meetings, technology can help to keep them up to speed, even on the go. For example, up-to-date sales enablement tools help marketing teams deploy new brand messaging to sales teams through a shared platform, and performance analytics can help to determine and display how the top sellers communicate differently, so that the rest of the team may follow suit.
- Share Content
A picture is worth a thousand words, and it’s quicker than talking, too. Animations, demos, and other visual props can communicate more information to prospects, faster. This is the technology age’s true innovation in elevator pitches.
Make all sales content available remotely, on any device, using a sales enablement platform. Available offline content can turn an elevator ride and a cell phone into a recipe for high-impact sales success.
- Give Content “To Go”
Leave your prospect with a parting gift. Not a phone number, or an ink pen with your brand name, but back-door access to your best content. Your short, high-impact meeting has piqued their interest. Now, let them dig deeper at their leisure.
Offer your whitepapers, presentations, deep links, and animations. The more interactive content that you can provide for the prospect to access remotely, the better.
Are you using your sales enablement platform to the best of your capabilities?
