When you’re selling software, the demo is key. It’s your opportunity to show off what your product can do and how it can benefit the customer. If you want to close more deals, you need to create persuasive sales demos that are tailored to each individual prospect. In this blog, we’ll teach you how to do just that. You’ll learn how to personalize your demos for maximum impact, prove ROI, and learn questions to ask your prospects to help you personalize your sales demos. So let’s get started!
Why Persuasive Sales Demos Matter
There is almost nothing more powerful than a great product demonstration. When done correctly, a demo allows the customer to see and feel how things will be better if they buy (and worse if they don’t).
Geoffrey James
The goal of any sales demo is to persuade the prospect to buy. And according to recent studies, personalizing your demo makes a big difference. In fact, companies that use personalized demos can see a huge increase in win rates. That’s because when you create a custom demo for each prospect, you’re able to show them how your product can specifically benefit their business.
Another reason persuasive sales demos are so important is because they help close deals more quickly, and when you consider that the average software sale takes anywhere from two to six months, that’s a big difference!
How to Create a Persuasive Sales Demo
You need to show your prospects only the specific features that they need to achieve what they want, so that you can get the result you’re aiming for… The success of a demo depends on your prospect’s understanding the value you could add.
Robert Falcone, VP of sales at Zoomer and author of Just F*ing Demo!
Now that you know why persuasive sales demos are so important, let’s take a look at how you can create them. The first step is to personalize your presentation for each individual prospect. As we mentioned earlier, this is the key to showing them how your product can help their business.
But personalization goes beyond simply knowing the customer’s name and company. You also need to understand their needs and challenges. Here are a few suggestions of questions to ask your prospects to help you get started personalizing your sales demo:
- What are they trying to achieve?
- What are their pain points?
- What goals do they hope to achieve with your software?
- What are your biggest challenges when it comes to X?
- What is your sales process like?
- Who will be involved with implement this?
- How do you measure success?
- How can this solution help you save time/money?
- What are the risks of not using this product?
- How does their company compare to others in the industry?
- Who else is using their product/service?
- What are the biggest challenges their customers face?
- Why did they choose your company/product over others?
Once you understand the prospect’s needs, it’s time to show them how your product can help. This is where your demo comes in. Use it to demonstrate how your software can solve their problems and meet their goals. And be sure to focus on the benefits, not just the features. Prospects don’t care about what your product can do—they care about what it will do for them.
In conclusion, persuasive sales demos are key to winning more deals. When you put the pieces together you get a presentation that’s tailored specifically to the prospect and that proves how your software can help them achieve their goals. And that’s what closes deals! Ready to start personalizing your sales demo? Contact us today!
