Doing it Old School

My Laptop is my office.

I use it for nearly everything except, what is mentioned in today's sales tip:

Put Away the Laptop

Do your salespeople bring laptops to meet new customers? If so, take them away and give them a yellow pad and a supply of pens.

Laptops encourage presentations and demos. Until the salesperson has fully and completely diagnosed the buyer's situation and needs, anything they present or demonstrate will be generic.

Buyers are looking for you to understand their unique business, unique environment and unique business problem. There is nothing unique about a canned presentation or demo.

Source: Sales consultant Jim Lewis (www.customercentric.com, 2009)

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