Are You Feeling Overrun By Sales Technology?

Many sales professionals are making serious efforts to integrate technology into their sales toolbox. Today’s techno-hype tells us that being more digitized is the key to success.

And, in many ways, it’s true.

Keeping up with technological advances is important in today’s digitally savvy marketplace. But obsession with technology can also pose problems.

In sales, exceptional customer experience must always remain our primary objective – no matter what impressive tools we may have at our disposal.

Recently I was flying in the economy plus section of an airline I rarely use. To start the trip off, it was an old, yucky airplane. Added “features” on this airline included:

• No in-seat power (I mean come on! A girl needs to work without the fear of a dead laptop)
• No headrest TVs (a very serious disappointment)
• Yes, there was WiFi, but it was slow and essentially unfit for professional use (even in economy plus, I’m still a first class act!)

I was bummed, ticked off, and prepared to wallow in self-pity for the next two technology deprived hours. All I wanted was basic technology to make the best use of my flight time.

What I got was an experience nothing like I expected.

On that two hour flight…

Multiple beverages were offered. They passed around the snack basket twice (and these were primo snacks – not the typical sad little bags of pretzels or peanuts). And the flight attendants were extremely nice and appropriately chatty.

As I gazed up into first class, it didn’t really feel like I was missing much. In my economy plus seat, I actually felt the “plus”. Slightly less coddled than those in first class, but better than those poor folks in true economy (not a snack basket in sight!).

If I they had asked me to rate my experience, I would have given it a highly favorable score – despite the fact that I was (gasp!) deprived of the technological amenities found on other airlines.

The bottom line is I felt important and taken care of. I had been given a surprisingly delightful experience, and I was grateful.

So what’s the take-away for us in sales? Go ahead and run the technology race. Utilize the available technology to equip you to sell more and sell faster.

But remember, your goal is to provide an exceptional customer experience for every person who walks through that door. Technology is a great tool. But only when it’s in the hands of an excellent sales professional.

And to you salespeople who are technology challenged – be encouraged! You still have plenty of tools in your toolbox to create memorable experiences for your customers that can and will win you the sale!