Technology has become so prevalent that many in sales have taken to not wearing what some used to call a time piece or others refer to as a watch. Today's mobile devices are compact and provide the busy salesperson a plethora of applications from telling time to calendars to receiving email to even driving instructions and weather alerts.
However, if the goal is to increase sales, then all distractions should be removed and the focus needs to be on the person (think decision maker, holder of all those greenbacks) sitting across from you. Now some may suggest that technology is being used by everyone and no one wears watches any more.
When we look at the demographics of the marketplace, the majority are still baby boomers. This also suggests that the majority of decision makers are also baby boomers. Even with the forthcoming retirement, this demographic will continue to represent a significant percentage of the decision makers for at least the next 10 years. Then it just makes sense to not add any additional distractions, sales objections or reasons not to do business with you. Possibly, when the majority of decision makers are Generation Y or Millennial then this advice may not be as relevant.
Checking a watch is a distraction for your intended potential customer (a.k.a. prospect) as well as yourself. Continued glances at those minutes ticking away may only add to your discomfort especially if the sales appointment is not progressing as you would like.
However using a mobile device is even a greater distraction or obstacle to increase sales because it provides you with so many more reasons to lose your focus. Sure you can read the time, but you may also see:
How many emails you now have in your In Box
How many phone calls you have missed
How many updates to your social media accounts such as Twitter or FaceBook
How many text messages are awaiting your reply
All of these are distractions. When you are in any meeting, taking your eye off the ball so to speak for just a few seconds may cost you the ability to move to that next step in the sales process.
Also there is another, more subtle disadvantage to checking a mobile device versus a watch. This is one of business ethics or perceived business ethics. A quick glance at the watch is much easier to accomplish than pulling out your mobile phone. Even if you are just checking time, this may be considered unprofessional business etiquette.
Yes there are advantages to using mobile phones. These wonders of technology can always be pulled out to address those specific needs such as sharing a contact name, checking an item in inventory or using the calendar to confirming the next appointment should you be asked back.
Remember, the goal is to increase sales and to do this you may need to be more open to the emotional receptors of your prospect. So just consider using a watch during those first initial meetings while you are building the relationship and see if this helps you secure those additional appointments.
