We have seen that there can be advantages to using iPads and tablets in sales presentations, in some cases and under certain conditions (click here to find out more: coming soon). If we are going to use them for sales presentations, we need to know what to change in our sales presentations to make the most of iPads and tablets.
Sales presentations on iPads and tablets: What’s the difference?
In fact, using iPads and tablets for sales presentations makes no difference, because:
- The issue is not the tool used to display the presentation support,
- The issue is: is it the right tool for the medium being used?
Sales presentations: The tool is not the medium!
What media does the sales rep have at his disposal? There are at least a dozen, but let’s focus on the three most common:
- Face-to-face sales presentations. The determining factor is the sales person, not the support. However, the appropriate support is a visual slide show that reinforces the message by appealing to the customer’s right brain by boosting the emotional impact (click here to find out more). This won’t change regardless of whether you use an iPad, an Android tablet or a PC.
- Written sales presentations for submission at the end of the meeting. These must meet the requirements of effective written communication, which makes them very different from slideshows. New technologies haven’t changed anything in this regard. On the contrary, the written presentation is still a key element, perhaps even more than in the past (click here to find out more).
- Sales presentations read on a computer screen by the customer. More and more, customers are reading PDF-format proposals on their computers. The issue is not whether they do this on a tablet or a PC. The issue is that, regardless of the reading tool, neither of the two media above are suitable.
- You cannot use the slideshow, because it makes no sense without the sales rep’s commentary (click here to find out more).
- If you send the written presentation, there’s a good chance it won’t be read (click here to find out more).
- You therefore need to send a mixed format, a web-presentation that combines the two: visual to capture the customer’s attention the way the slideshow would, and commentary that makes sense of the slideshow.
Here is a sample web-sales presentation meant to be read on a PC:
Or the same technique used in a tribute to Steve Jobs:
Sales presentations: What’s the ideal tool?
There is therefore no one perfect tool for all media. Each medium must be used for a very specific purpose, and the tool must right for the medium. The three sales media that 21st century sales representatives need to master are therefore:
- The slideshow that supports face-to-face sales presentations
- The written presentation, meant to be printed and given to the customer to read
- The WEB sales presentation, meant to be read by the customer on digital support. It doesn’t matter whether the customer reads it on an iPad, an Android tablet, a PC or a Mac. What matters is that it influences the customer by providing more information than in the slideshow, while also triggering the emotions more than in the written proposal.
voir cet article en français: http://presentations-de-vente.com/presentations-de-vente-sur-ipad-tablettes-androide