Sales representatives are the backbone of any successful business. They are responsible for driving revenue, building relationships with customers, and ensuring customer satisfaction. To remain competitive, sales reps must adapt to new technologies and strategies.
One such technology is extended reality (XR), which includes virtual reality (VR), augmented reality (AR), and mixed reality (MR). This blog will explore eight strategies that sales reps can use to achieve high performance using XR technology.
Provide Interactive Product Demos
XR technology can be used to create interactive product demos that allow sales reps to showcase products to potential customers in a more engaging way.
For example, using AR, sales reps can overlay product information onto real-world objects, allowing customers to interact with the product in a more immersive way. This strategy can help sales reps increase customer engagement and retention.
One example of this is the Volvo Cars XC90 virtual test drive, which allowed customers to test drive the car using a VR headset. The experience provided customers with an immersive test drive that highlighted the car’s key features and benefits.
Conduct Virtual Tours
Virtual tours of manufacturing facilities or office spaces can provide customers with a better understanding of the company and its operations. Sales reps can use VR to take customers on a virtual tour, highlighting key features and benefits of the company.
This strategy can help sales reps build stronger relationships with customers and increase customer trust.
An example of this is the WeWork VR experience, which allows potential customers to take a virtual tour of WeWork spaces. The experience provides customers with an immersive tour of WeWork’s facilities and highlights the company’s key features and benefits.
Use XR for Training
XR technology can be used to train sales reps on products, sales strategies, and customer service techniques. For example, VR simulations can provide sales reps with a safe and controlled environment to practice sales techniques and product demonstrations.
This strategy can help sales reps improve their skills and increase their confidence, ultimately leading to higher sales.
An example of this is Walmart’s VR training program, which provides employees with VR simulations to practice customer service techniques and other skills. The program has helped Walmart improve employee training and increase customer satisfaction.
Leverage Data Visualization
XR technology can be used to visualize data in a more immersive way, allowing sales reps to better understand customer needs and preferences. For example, using MR, sales reps can overlay customer data onto real-world objects, providing a more intuitive and interactive way to analyze data.
This strategy can help sales reps better understand customer needs and provide more personalized solutions.
An example of this is the GE MR data visualization platform, which allows users to overlay data onto real-world objects. The platform provides a more intuitive way to analyze data, allowing sales reps to better understand customer needs and preferences.
Customize Sales Pitches
Using XR technology, sales reps can create customized sales pitches tailored to the specific needs and preferences of each customer. For example, using AR, sales reps can overlay product information onto real-world objects, highlighting specific features and benefits that are relevant to each customer. This strategy can help sales reps increase customer engagement and retention.
An example of this is the BMW AR product presentation, which allows sales reps to create customized product presentations using AR technology. The presentation provides a more immersive and interactive way to showcase the product’s features and benefits.
Collaborate Across Teams
XR technology can be used to facilitate collaboration across sales teams, marketing teams, and product development teams. For example, using VR, teams can collaborate on product design and development, providing a more immersive and interactive way to share ideas and feedback. This strategy can help sales reps work more effectively with other teams and ultimately drive revenue for the business.
An example of this is the Ford VR collaborative design tool, which allows designers, engineers, and sales teams to collaborate on product design in a virtual environment. The tool provides a more immersive and interactive way to share ideas and feedback, ultimately leading to better products and increased sales.
Create Virtual Events
XR technology can be used to create virtual events that allow sales reps to engage with customers in a more immersive and interactive way. For example, using VR, sales reps can create virtual trade shows or product launches that provide customers with an immersive and engaging experience. This strategy can help sales reps increase customer engagement and generate more leads.
An example of this is the Cisco Live VR experience, which provided customers with a virtual trade show experience. The experience allowed customers to interact with Cisco products in a more immersive way, ultimately leading to increased sales.
Provide Remote Support
XR technology can be used to provide remote support to customers, allowing sales reps to assist customers in real-time, no matter where they are located.
For example, using AR, sales reps can provide remote support to customers by overlaying product information onto real-world objects, providing step-by-step instructions for troubleshooting or maintenance. This strategy can help sales reps provide better customer service and increase customer satisfaction.
An example of this is the ThyssenKrupp AR remote support app, which allows service technicians to provide remote support to customers by overlaying instructions onto real-world objects. The app has helped ThyssenKrupp improve customer service and reduce downtime for customers.
In conclusion, XR technology has the potential to revolutionize the way sales reps engage with customers and drive revenue for businesses. The use of XR technology can improve the customer experience, increase engagement, and ultimately lead to higher sales performance.
By implementing the strategies discussed in this article, sales reps can leverage the power of XR technology to provide more immersive and interactive product demos, collaborate with customers in real-time, and provide better customer support remotely. These strategies can help businesses stay ahead of the competition and build lasting relationships with their customers.
However, it’s important to note that the implementation of XR technology requires a significant investment of time and resources. Businesses need to carefully evaluate the cost and benefits of using XR technology and ensure that it aligns with their overall sales strategy.
Overall, the use of XR technology in sales is a rapidly evolving field, with new advancements and tools being developed all the time. By staying up-to-date with the latest trends and technologies, sales reps can continue to innovate and provide value to their customers, ultimately leading to high-performance and success in the industry.
