A - Always
B - Be
C - Closing
Any salesperson worth their salt has learned this lesson one way or another: whether you know it or not, the overall impression of your pitch is just as important as the content. You are closing the deal every step of the way; informing them the value of your product, asking questions, and addressing their needs. Customers and prospects are evaluating you from the beginning of your interaction. You don’t need a high-strung corporate man like Alec Baldwin here to tell you that.
So what does that mean in the digital age?
Of course, you still talk about the benefits of using your product, present case studies, ROI, and wear the right necktie for the meeting. The challenge comes with the tools we’re using to sell today, namely web and video conferencing. These technologies have worked wonders in bridging distance in letting people sell and demo to prospective customers around the world online, but there can be some pitfalls as well. Every salesperson has nightmares about technology failing them.
What if you can’t get onto your own call? Joining after the customer is never a good sign. You want to start with your best foot forward. Or what if your meeting tool crashes while you’re on an important call? Video conferencing is choppy and audio is hard to understand. You want to do screen sharing so you can show how easy your product is to use, but the prospect has to download an app and enter the pin to join, and it’s too difficult to figure out and you can just feel the potential deal just slipping through your fingers. You didn’t even get to finish your pitch and the conversation is already over.
Biba makes it easier for sales to just sell. You won’t be late to a call because Biba AutoCalls you at your scheduled start time. If you’re not in your office, you can use Biba mobile VoIP to take calls anywhere and prospects can join meetings without having to download an app. They just dial-in and use their browser to join the call. They can even view video in the browser window, further empowering sales in building relationships.
Closing a deal is enough of a challenge, there’s no need to add software hurdles to the process. By supplying your Sales department with a dependable meeting tool they’ll actually want to use, you’ll be handing them the best chance to close every meeting they go into. We’ve made it easy by putting our best practices in this handy guide on how to ace sales demos with Biba Or just try it for yourself by downloading today.
After all, what’s it all about? Always be closing.