Sales training ideas – Are you using technology too well?

Technology seems to be becoming more important in our lives every day. The better, faster, and more advanced devices get, the more we’re able to get done; the more we can get done, the more we seem to find to do. But are you using too much technology in your approach?

The more technology we use in our sales process, the more we eliminate the human factor. The more we use faxes, e-mails, web conferencing, etc., the less real contact we have with customers and prospects. Don’t get me wrong, technology is great, it can give you a “cutting edge” image, it can cut costs tremendously, and, as I already mentioned, it can help us get a lot more done in less time. At the same time, technology does have a way of distancing you from people if you use it as a substitute for another form of more personal contact.

The bottom line: Use technology and all its benefits, but use them as an add-on as opposed to a substitute for other, more personal methods. For example, if you used to hand deliver proposals, but now you e-mail them, it is a good idea to get back to hand delivering them. Instead of using e-mail to replace these former face-to-face functions, use it to send out pertinent industry information or perhaps even a bi-weekly newsletter. In other words, use it as another touch point to stay in touch and keep your name in front of people, not as an alternative to the personal touch that has helped you build solid relationships over the years.  

John Chapin – co-author of Sales Encyclopedia    www.completeselling.com