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Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology
Dramatically improve your sales performance, productivity, and the customer experience using the latest technology
It s not always possible for you or your team to meet with a client face to face. Screen to Screen Selling reveals how meeting screen to screen with the latest technology can be a better alternative, saving both time and budgets. Readers learn to effectively guide meeting participants with new computer skill sets, digital assets, and productivity shortcuts. This book is jammed packed with checklists, tools, and processes to pinpoint opportunities and improve the performance of your organization. Lean how to:
Make critical decisions faster with more accuracy and less expense
Coach and train your team more effectively
Decrease the sales cycle and cost to acquisition
Decrease the service response while increasing customer satisfaction
Increase engagement and collaboration with customers and team
Minimize mistakes when communicating with technology
"
It s not always possible for you or your team to meet with a client face to face. Screen to Screen Selling reveals how meeting screen to screen with the latest technology can be a better alternative, saving both time and budgets. Readers learn to effectively guide meeting participants with new computer skill sets, digital assets, and productivity shortcuts. This book is jammed packed with checklists, tools, and processes to pinpoint opportunities and improve the performance of your organization. Lean how to:
Make critical decisions faster with more accuracy and less expense
Coach and train your team more effectively
Decrease the sales cycle and cost to acquisition
Decrease the service response while increasing customer satisfaction
Increase engagement and collaboration with customers and team
Minimize mistakes when communicating with technology
"
320 pages, Hardcover
First published July 17, 2015
3 people are currently reading
27 people want to read
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Displaying 1 of 1 review
January 29, 2016
On the face of it, this book seemed to be nothing special. Just another title telling you how to be selling your products and services with the help of online tools and technologies. Yet as you read on, it shows how a salesperson can be even more effective, handling a lot of traditional face-to-face interactions from afar with these tools and here lies the real power, benefit and purpose of this book!
It made for an enjoyable, actionable and thought-provoking read. Who benefits from a salesperson rushing around their territory (which can be even an entire country) running themselves ragged? Does the company benefit? Does the potential customer benefit? Unlikely. Technologies such as SKYPE today put the potential for face-to-face videoconference business meetings in the hand of every company and customer.
So much more can be done. Presentations can be made “live” online, split even between participants around the world, allowing true collaborative efforts to be taken. So a salesman could be in New York, presenting to the potential customer in Atlanta, who has a retained consultant in Los Angeles and a third-party integrator in Paris. A solution can be presented, questions asked, discussions raised and then followed-up as required. Why drag everyone to one location or, even worse, have one meeting and then rely on other sub-meetings to cascade the information about before sending the feedback back up the chain in a similar inelegant format. It does not make sense does it?
You might be in the same town. Yet why have a one-on-one meeting that takes up time from both sides just to hand over a brochure or sign a contract for a low-value deal? Politeness dictates you won’t just do that cold, so there is a fair bit of padding and shilly-shallying to wrap around the transaction. It costs both parties in any case…
Of course there are times when pressing the flesh is important, yet even as a buyer this reviewer can find a lot of physical sales interactions rather unnecessary, taking up my time and effort in the process. All in vain. There is nothing wrong with examining alternatives and trying to implement them. Keeping me happy as a buyer is surely the key to future business – I might be more amenable to a post-sale meeting when I’ve had the benefit of your product or service for some time, giving you additional feedback for your company AND the possibility of slipping in an additional buying suggestion or two that a specific cold-call attempt may not yield.
The potential exists to increase sales through increased productivity, efficiency and a really focussed degree of customer engagement. It may even save some money, although that is not the core requirement. A salesperson who works more effectively will be really able to focus on their key tasks, rather than sitting in an airport or cursing the latest traffic jam. Think how many hours are wasted in a given week on non-sales activities. Allowing them to truly better service their customers should make everyone happy, except maybe the company’s rivals who are stuck in a past-world mindset.
The author carefully notes that a lot of the advice and techniques detailed in this book is not just for sales people. Streamlined and effective communication can benefit so many different people in business life too. Invest a bit of time and trouble in this book and be prepared to get out a lot more than you might expect. Implementing the change may be the harder part. You won’t necessarily be able to effect change in every area overnight, but it will come, and you will be better armed for the tasks ahead.
All in all, this was a pleasant, unexpected find that was significantly better than what one expected (or should that be feared?)
It made for an enjoyable, actionable and thought-provoking read. Who benefits from a salesperson rushing around their territory (which can be even an entire country) running themselves ragged? Does the company benefit? Does the potential customer benefit? Unlikely. Technologies such as SKYPE today put the potential for face-to-face videoconference business meetings in the hand of every company and customer.
So much more can be done. Presentations can be made “live” online, split even between participants around the world, allowing true collaborative efforts to be taken. So a salesman could be in New York, presenting to the potential customer in Atlanta, who has a retained consultant in Los Angeles and a third-party integrator in Paris. A solution can be presented, questions asked, discussions raised and then followed-up as required. Why drag everyone to one location or, even worse, have one meeting and then rely on other sub-meetings to cascade the information about before sending the feedback back up the chain in a similar inelegant format. It does not make sense does it?
You might be in the same town. Yet why have a one-on-one meeting that takes up time from both sides just to hand over a brochure or sign a contract for a low-value deal? Politeness dictates you won’t just do that cold, so there is a fair bit of padding and shilly-shallying to wrap around the transaction. It costs both parties in any case…
Of course there are times when pressing the flesh is important, yet even as a buyer this reviewer can find a lot of physical sales interactions rather unnecessary, taking up my time and effort in the process. All in vain. There is nothing wrong with examining alternatives and trying to implement them. Keeping me happy as a buyer is surely the key to future business – I might be more amenable to a post-sale meeting when I’ve had the benefit of your product or service for some time, giving you additional feedback for your company AND the possibility of slipping in an additional buying suggestion or two that a specific cold-call attempt may not yield.
The potential exists to increase sales through increased productivity, efficiency and a really focussed degree of customer engagement. It may even save some money, although that is not the core requirement. A salesperson who works more effectively will be really able to focus on their key tasks, rather than sitting in an airport or cursing the latest traffic jam. Think how many hours are wasted in a given week on non-sales activities. Allowing them to truly better service their customers should make everyone happy, except maybe the company’s rivals who are stuck in a past-world mindset.
The author carefully notes that a lot of the advice and techniques detailed in this book is not just for sales people. Streamlined and effective communication can benefit so many different people in business life too. Invest a bit of time and trouble in this book and be prepared to get out a lot more than you might expect. Implementing the change may be the harder part. You won’t necessarily be able to effect change in every area overnight, but it will come, and you will be better armed for the tasks ahead.
All in all, this was a pleasant, unexpected find that was significantly better than what one expected (or should that be feared?)
Displaying 1 of 1 review