Which should you use sales calls…printed sales sheets or digital copies that you email?
It is more practical and faster to use a printed sheet during a presentation. You can point to features on the sheet, highlight salient points, and leave it with them. Besides, many buyers are tactical and prefer something they can hold and look at as opposed to looking at the info on a screen.
However, I do like to ask the customer for her email address during the meeting, so that we can send more details electronically. This method helps us capture email addresses for marketing and other CRM processes to boot.
Finally, I still use a technique, utilizing literature pieces, to reach difficult to reach prospects. When I am in the area, I drop off a product sheet with a note specifically suggesting how this product might serve them. This is a slow drip technique that takes time but does work.