How To Curate An Engaging Sales Product Demonstration

Convincing a potential client to buy your product is not easy, but with the right approach, it can be a lot less complex than it needs to be. The trusty sales demo is an effective way to convert sales and bring on new clients!

A sales demo allows a potential client to experience your product firsthand so that they can see how it works, and then decide whether to invest in it or not. You can do a sales demo in person, virtually, or through a sales software platform. 

This article lists some of the top tips you can use when planning and delivering a sales demo to guarantee a sales conversion. 

Sales Product Demonstration Top Tips:

Do Your Research

Before you present a sales demo to a potential client, it is important to do the due research first. 

You should find out as much as you can about the client, such as what their business does, their strengths and weaknesses, and what needs they have that your product can fulfill. It also helps to know the ins and out of their daily operations so that you can show them how your product can fit into it. 

This also prepares you for any questions or concerns the client may have during the demo. 

Test Your Demo First

Once you have put together a sales demo, you should test it out before presenting it to the client. This can be in the form of a rehearsal or a run-through. You can also test it on a fellow employee to get their feedback. 

This will bring to light any issues with the sales demo. If there are glitches with the system, lagging, or even something as simple as a spelling error, it allows you to fix it before the actual demo presentation. 

Testing the demo beforehand saves you any blushes when the client experiences the product, as errors can deter them from buying in. 

Personalize the Demo

No two clients are the same, so you cannot present the same sales demo to everyone. To impress a potential client, you should look to personalize your sales demo to the client. 

This can be something as small as adding their name and logo on the demo presentation or adding data or statistics about their performance. It shows the client that you care enough to customize your demo, which is more likely to convince them to buy your product. 

Highlight Key Features 

A sales demo means that you have a set amount of time to showcase your product and convince the client that they need to invest in it. Your product may have meant features, but you should look to pick a few notable elements to showcase. 

Trying to demonstrate all features can be an information overload for the client. Narrowing down the features you include in the demo will be easier for them to digest. 

Once the client decides to buy the product based on the features they have seen, they can then learn more about the other elements of the product. 

Focus on Benefits

When choosing the features that you think are most relevant to showcase in the sales demo, you should consider which of them offer a direct benefit or solution to the particular client. 

This is where the prior research becomes important. Identifying and understanding prospect weaknesses, gaps, and needs allows you to show them exactly how your product can help them. This helps them visualize using the product, and how it will work for them in their daily operations. 

Focusing on the benefits is more convincing, as it shows the collection of reasons why the client should choose to invest. 

Keep It Simple

When experiencing a new product, a potential client will not have much prior knowledge about how it works. You may think that presenting a complex product will impress you, but it can achieve quite the opposite. 

An overly complicated product will be difficult for a client to navigate. This can lead to confusion and frustration, which is not what you want them to associate with the product. 

You should simplify the sales demo as much as possible. This will make it easier for the client to follow, and they will be more likely to buy a product that they know they can use with ease. 

Allow for Feedback 

Once the sales demo is over, you should leave a time slot available for any feedback the client may want to provide. This can be comments or concerns, or they may have questions for you about the product. 

Making this available to the client allows you to converse, convince, and address any issues that come up. It also shows the client that you care about what they think, and will look to keep their best interests top of mind at all times. 

If the demo is done virtually or remotely, you can send them a link where they can provide feedback. Always check this and respond so they know you care. 

Follow Up

The sales demo ends, you exchange feedback with the client, and they state that they have to think it over before making a decision. While you should respect their time to decide, you should not forget to follow up after some time. 

Wait a few days before making contact with the client to see if they have any follow-up questions for you, or any concerns you can address. This gently reminds them to make a decision, but also shows them that you value them as a potential client. 

Final Thoughts

To bring in new clients, sales demos have become a popular way to sell a product – and for good reason. They are interactive and effective in allowing the prospect to experience what the product is, and how to use it. 

If you want to take your sales demos to the next level, you need a quality sales demo platform. Saleo is just the right place to do this. Contact us for more information!

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Brian Cody

VP of Sales Engineering, Clari

Michael Stanczak

VP of Enterprise Sales, illumin

Ryan Splain

Principal Demo Solutions Engineer, Salesloft