WHY SHOULD WE USE PAPER OVER DIGITAL?
Studies have regularly shown that handwritten notes, when compared to digital note-taking, allows your team to remember and recall information faster and with better acuity. This is critically important in sales where those who “speak the customer’s language” are more successful. By having better recall, your team can tell stories and use data that your customers understand.
Opening a digital device that has a vertical screen creates a barrier between attendees. Subconsciously, studies have shown when people are being dishonest or have something to hide, they create distance and place objects between themselves and other individuals. Certainly, that’s not your team’s intent, but the only think that matters is how your customers feel. We’re biologically wired to interpret this feedback negatively. This promotes distrust, can be distracting, and minimizes collaboration among meeting stakeholders.
HOW DOES THIS METHODOLOGY WORK?
Training is critical to your team’s success, but without the right tools and reinforcement, methodologies break down. As leaders, you understand the value of a shared vision. Time and time again, we see that a unified goal, vision, and methodology enable teams to accomplish more and close more sales.
We find sales professionals fail most often when trying to create value and solve customer-specific problems. Training is critical to your team’s success, but without the right tools and reinforcement, methodologies break down, By leveraging the thought-provoking segments for meetings, your team will leave each meeting with critical information that enables you to stay focused on your customer and their challenges.
WHAT ABOUT CRM SYSTEMS?
CRM’s are critical to business management; there’s no question. However, in face-to-face meetings, why would you open a tool that contains confidential and sensitive information? Did you know that doctors usually document sensitive information about their patients that may offend the patient if they saw it? You are the doctor for your customer!