How to Solve Your Biggest Sales Problems With Mobile
by Adam Luckeroth, on Aug 25, 2014 1:26:50 PM
From early trade and bartering civilizations to the sophisticated sales functions available today, sales has always been a way for people to improve their livelihoods or get access to better products. The difference between sales then and now is technology. As a species, we’ve used technology to solve some of our biggest problems -- it’s no surprise that sales professionals have followed suit.
Because the industry has been around for a long time, it’s easy to see patterns that repeat themselves. For example, not meeting sales goals, difficulty in communicating value and not having the right materials for your presentation are common problems that appear across the industry. Even with the technological advances that the last few decades have brought, these same old patterns continue. However, with the most recent advances in mobile selling, the end my be near for those common sales problems.
Can advancement of technology be the answer to all of your sales related issues? Of course not. But it can take a big chunk out of the common sales problems you’re experiencing today. Here’s a list of some of the big ones, and how mobile can help solve them.
People don’t want to be sold to.
This sentiment is common throughout all demographics and can be difficult to overcome. Everyone likes to buy things, but no one likes to be sold. How does one sell without selling? Well, mobile can help you take the salesy-ness out of your sales pitch. With interactive features that some mobile sales apps have, your customers can walk themselves through an interactive demo of your product to get a better understanding of how it works. This engages them throughout the trial process instead of forcing them to listen to a salesperson discuss benefits and features of a product or service.
Also, mobile sales apps are excellent for helping you nurture relationships. This eliminates the second most cringe-worthy sales faux paux - forgetting necessary details about the customer with whom you’re speaking. Maybe that means you get their name, company, or some other detail wrong. That’s something they’re not going to forget, and it can be easily avoided if you have easy access to all of their information when and where you need it. Which leads me to my next point.
The salesperson didn’t properly qualify the lead.
There is nothing worse than an underprepared salesperson when you’re attempting to make a purchase decision. This ties into the value hypothesis approach we talked about last week. You need to know what stage of the buying process your customer is in, what they’re looking for, and what your product can do for them before you walk into a meeting. This means understanding company size, estimating the budget based on similar clients, deciphering whether or not the customer is ready to buy from you at this meeting, etc.
Doing your research about your customer and what they need is completely necessary to understand where your customer stands in the buying process. It also ensures you get the right sales documents to them based on your research findings. A good mobile app with allow you to have all of your sales documents available, so you know you’ll have the right materials for their stage in the sales cycle. You wouldn’t want to lead with discounted prices with someone who isn’t ready to purchase, for example. You’d want to start with a value based approach, so they know that your product will be worth whatever money they spend.
Information is outdated or incorrect.
Marketing departments work hard to make sure that all marketing materials are up to date, on brand, and delivered on time. But sometimes things get lost in the shuffle and salespeople may end up with wrong or outdated versions of their sales documents. With a mobile app, you’re able to upload all of your marketing and sales materials to the app for your salespeople to access. They’ll only have access to the current version, so there is no room for error.
Goals aren’t being met.
Accountability is important in the world of sales, as any sales manager will know. If goals aren’t being met, you need to quickly figure out why. Your mobile app should show you what material is being shown during meetings, what is sent to follow up, and which reps are most actively using the app. Maybe there are certain sales materials that don’t play well in their area? Or maybe the reps are not using certain sales materials that they should be? Either way, with a mobile sales app you’re able to track what’s being used, by whom and where to get a better understanding of what works and what doesn’t in certain areas. And of course, you can track who is selling and who needs improvement.
These are just some of the big sales problems that mobile can solve. Can you think of any others? Leave them in the comments or Tweet them to us at @modusengagement!