Digital technology has become so advanced, that customers are increasingly expecting richer interactions and more relevant communications. Getting the most out of these technologies means building more meaningful and long-lasting relationships, and Sales Enablement (SE) aims to do just that.
With the advent of SE, companies are now able to interact with customers like never before. The ability to deliver the right message to the right customer at the right time has become a staple in the SE world, and so has the ability to understand customers via the big picture as well as on a more granular level.
Below is a list of our top 6 tips for generating great digital sales presentations – the single most important tool for sales reps on Sales Call.
- Telling a story
Any good marketer knows that when it comes to customer engagement, there’s always a story to tell. The trick is to first aim at finding the problem that the customer faces, and then deliver proof on it. Best-in-Class performers work to highlight their product’s claims rather than deliver proof that the product actually works. There’s no need to be afraid to present data to support why your product offers the right solution - and this is what the focus should be on. While your benefits are placed front and centre, telling a story to fill a void for the customer is also key.
- Designing a dialogue
Empowering your sales force to have meaningful conversations with your customers goes beyond a simple conversation, it’s the ability to back up the conversation with easy-to-understand communications like animations and visuals. Delivering the entire engagement experience means employing sales enablement to really work to produce valuable content for the customer.
- Avoiding group-think
Getting the most out of digital presentations means shying away from one-size-fits-all campaigns. Instead of producing mass messages, SE enables sales reps to communicate with customers on a one-to-one basis. Delivering targeted messages to customers really works to deepen the engagement process and demonstrates to customers that you’ve taken the time to listen.
- Bringing understanding through interaction
The more engaging your digital presentation, the more memorable it will be, and the more memorable your presentation, the more understanding your customers will feel. Interactive and meaningful conversations see retention rates rise when customers feel that a sales reps understands their needs and pain points.
- Putting the customer in charge
Matching each customer’s interest means putting them in charge of the conversation. From marketing campaigns, to Sales Call, and the follow-up process, if the customer is in charge of the conversation, all the sales rep has to do is listen and deliver on the need.
Sales teams may at times feel uneasy about employing new technologies to their sales processes. Yet, the right technology makes a world of a difference. Sales enablement provides the opportunity to get rid of the tedious, repetitive tasks of Marketing, and automates the entire sales process. Instead of scrambling for information on a sales call, digital presentations make it possible for sales reps to be empowered during the Face-to-Face interaction.
How effective are your digital presentations? Are you setting the bar high when it comes to engaging with your customers?
