The salesperson should be perceived as competent and relevant at all times in the sales talk.
To this end, not inconsiderable efforts are made in advance:
Training is provided, sales enabled, and the customer qualified and typecast. Meaningful documents are prepared and a portfolio of supporting information is provided.
Objection treatments are written, a conversation guide and a benefits argument.
All of this effort is designed to put the salesperson in a position to win the deal at the crucial moment.
In an ideal world, the salesperson would be able to apply all that has been learned and provided to the point at any given time.
However, this is not the reality. There are many factors that prevent 100% of Sales Talk performance from being accessed.
However, with a simple tool like the iPad, the problems are solved. Through different views of the same screen, the salesperson gets assistance, can further sharpen the customer profile in the background and thus focus 100% on customer needs. Additional information is displayed in a thematically appropriate way and objection treatments are faded in according to the current screen.
The salesperson thus always has an information advantage and cannot be shaken by anything.
Up to now, the topic of guiding and selling has always been understood to mean that the customer is guided and accompanied through the documents by the salesperson.
We understand this to mean that sales enablement in the form of additional information (guidedTALK) is faded in on the view of the salesperson. In this way, the salesperson can relax and reap the benefits of the sales preparation and concentrate 100% on his counterpart, without wasting energy on remembering things that he has read about the customer BEFORE the conversation or looking up things during the conversation.
The customer presentation now lives up to its name and transforms from a feature and benefit driven document to an active working tool that supports techniques like Consultative Selling e.g. according to the SPIN Model. Need Payoff Questions, which are perhaps only familiar after sufficient practice, can be inserted at the right time to suit the customer.