Sales demos are an essential part of the selling process, but all too often they can be a disjointed and frustrating experience for prospects. In order to take your sales demo experience to the next level, you need to connect your demos to your customer’s pain points, summarize past conversations, personalize your product demo, answer questions effectively, and emphasize the “Why” in your pitch. With the right tools and techniques in place, you can create a Sales Demo Experience that empowers your prospects and helps them see the value in your product!
Sellers who listen to buyers carefully and then give them the missing ingredients – those are the ones who stand out.
Deb Calvert
1. Connect Your Demo Experience to the Customer’s Pain Points
One of the most important things you can do to take your Sales Demo Experience to the next level is to connect it to your customer’s pain points. All too often, salespeople focus on their product features and benefits without truly understanding what their prospect is looking for. As a result, the demo ends up being a disconnected and frustrating experience for the customer.
In order to avoid this, you need to take the time to understand your prospect’s specific pain points. Once you know what they’re looking for, you can tailor your demo around those needs and ensure that they see the value in your solution. Additionally, keep in mind that it’s not enough to simply address their pain points – you need to also emphasize how your product can help them overcome those challenges.
By taking the time to understand your customer’s specific pain points, you can create a Sales Demo Experience that is tailored to their needs and helps them see the value in your solution. Additionally, emphasizing how your product can help them overcome their challenges will further engage them in the experience.
2. Summarize Past Conversations in Your Sales Demo
Another important tip for taking your Sales Demo Experience to the next level is to summarize past conversations in your pitch. All too often, salespeople try to wing it when it comes to demos and end up forgetting key points that were discussed in previous conversations. This can be frustrating for prospects, as it makes it seem like you’re not truly listening to their needs.
In order to avoid this, take the time to review your past conversations with the prospect before jumping into the demo. This will help you refresh your memory on what they’re looking for and ensure that you hit all of the key points in your pitch. Additionally, make sure to take notes during the demo so that you can follow up with any questions or concerns that arise.
Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal.
Jill Konrath
3. Ensure Your Demo Experience Is Data-Complete
One of the most important aspects of taking your Sales Demo Experience to the next level is ensuring that your data is complete. All too often, salespeople try to wing it when it comes to demos and end demoing an environment that has generic, incomplete, or even worse, empty data.
Saleo ensures your team will never have to deal with an empty demo environment again. Saleo ensures your demo environment is data-complete by giving you complete control over the content of every table, graph, image, text, icon & more in your demo environment. It’s time to stop telling your prospects to “just imaging this” and start actually showing them.
4. When to Answer Questions During a Product Demo
One of the most common questions salespeople have is when to answer questions during a product demo. There are two schools of thought on this – some people believe that you should wait until the end of the demo to answer any questions, while others believe that you should answer them as they come up.
The truth is, there isn’t a right or wrong answer here. It ultimately depends on the flow of the conversation and what will work best for your particular prospect. If you’re worried about derailing the demo, you can always wait to answer questions until the end. However, if you’re confident that you can answer the question without disrupting the flow of the demo, feel free to do so.
The important thing is to be flexible and adaptable to your prospect’s needs. By being willing to answer questions as they come up, you can create a Sales Demo Experience that is much more responsive and enjoyable for everyone involved.
5. Emphasize the “Why” in a Sales Demo
Another important tip for taking your Sales Demo Experience to the next level is to emphasize the “why” in your pitch. All too often, salespeople focus on the features and benefits of their product without truly explaining why the prospect should care. As a result, the prospect is left feeling unengaged and uninterested in the product.
In order to avoid this, make sure to spend some time explaining the “why” behind your product. Why does it exist? What problem does it solve? How will it make your prospect’s life better? By taking the time to answer these questions, you can create a Sales Demo Experience that is much more impactful and memorable for your prospect.
Customers don’t care at all whether you close the deal or not. They care about improving their business. It’s easy to forget this in the heat of a sales cycle.
Aaron Ross
6. Create a Good Sales Demo Script
While it’s important to be flexible and adaptable during your Sales Demo Experience, it’s also helpful to have a good sales demo script. This will ensure that you hit all of the key points that you want to cover and help keep you on track.
When creating your script, start by outlining the main sections of your demo. Then, fill in each section with specific details about your product. Be sure to include information about the features, benefits, and “why” behind your product. Additionally, make sure to leave some room for questions and conversation. By having a well-thought-out script, you can create a Sales Demo Experience that is much more effective and enjoyable for everyone involved.
7. Ensure Your Prospect’s Post Sales Demo Experience Is the Best It Can Be
The Sales Demo Experience doesn’t end when the demo does. In fact, the post-demo follow-up is just as important as the demo itself.
After your demo, be sure to send a follow-up to your prospect. This is a great opportunity to reiterate the key points of your product and how it can benefit their business. This is a great time to reinforce your solution by offering additional case studies, whitepapers, or even connecting your prospect with an existing customer who shared a similar set of pain points. Additionally, be sure to include information about next steps and how they can get started with your product. By taking the time to follow up after the demo, you can ensure that your prospect has a positive Sales Demo Experience from start to finish.
Sales success comes from the right balance of quality human interaction and appropriate use of supplemental tools.
Deb Calvert
8. Empower Sales Engineers
As a sales engineer, one of your primary goals is to empower salespeople with the tools and resources they need to be successful. Sales experience processes can play a big role in this.
By understanding the Sales Demo Experience, you can help salespeople create pitches that are more responsive and enjoyable for everyone involved. By creating data-complete hyper personalized demos that speak to your customers pain points, Sales engineers are empowered to greatly impact their average win rates. As a result, sales engineers play a vital role in ensuring that the Sales Demo Experience is the best it can be.
The Sales Demo Experience is a critical part of the sales process. By following these tips, you can take your Sales Demo Experience to the next level and ensure that your prospects have a positive experience from start to finish.
