Selling Today: Partnering to Create Value, 14/e

Tablets, Laptop Computers and Demonstration Software

A survey conducted by Selling Power magazine found that 87 percent of salespeople use laptops during their sales presentations.42 Many salespeople will tell you that their tablet or laptop computer is the single most powerful sales tool they use. Many of the things needed during the demonstration can be stored in the computer. If the customer is interested in a specific product, pull up the appropriate brochure or video on your laptop screen. If the client wants a copy of printed material, you can either print the pages or send them via e-mail. If the customer raises a question regarding product availability, use your laptop to access the information. You can place an order and in some cases ...