A good product demos experience will help you make more sales – it’s that simple.
Although, offering the right kind of demo experience isn’t always easy to get right. There’s a lot on the line with each demo you host, and you need to make sure you’re 100% prepared with the right resources, tools, and strategy to turn the demo into a closed deal.
Ill-prepared demos can result in lost deals.
Before you get stressed, know that delivering a winning sales demo doesn’t have to be difficult. You just need the right tools and tactics to make it happen.
We’ll break this all down in the guide below.
Product Demos Experience
Making sure that your sales team delivers a great product demo experience is key to the success of your sales pipeline.
What is the Product Demos Experience?
The product demos experience refers to how your sales team pitches the value of your product to potential customers.
Product demos are all about revealing what your product can do and how it can add value to each prospect. Instead of just providing generic sales materials, product demos are tailored around each prospect’s individual use case, industry, questions, and pain points.
A good product demos experience should reveal how your product works, and how the different features of your product can add value to your customers.
Why is the Product Demos Experience Important?
Your product demo is the step in your sales cycle where the prospect makes a decision to purchase. It’s one of the most important steps in sales that can turn leads into customers.
Offering the right kind of product demos experience will help you close more deals. It will also help you close deals faster.
The product demos experience is also important because it helps you translate the value of your product to a wider range of customers. While your website and emails can only provide so much information on your product, you can really tailor your demo experience to the specific use case of each prospect.
This helps you generate more interest from a wider range of customers, which helps you sell to more people!
How To Deliver a Perfect Sales Demo
There’s a lot that goes into delivering a perfect product demos experience. Here are some of the most important sales demo tips to help you close more deals.
Personalization is Essential
The main advantage of offering a live product demo is that you can personalize the demo to match the prospect. The more you personalize this demo, the more engaging and compelling the product demo will be.
Make sure you understand the prospect’s business model, their industry, and their main pain points or concerns. Then, be sure to address all of these in your product demos experience.
You’ll get more of this information from your discovery call. However, you should still do extra digging and research leading up to the demo. The more you know about your prospect and the more you can tailor the demo around their needs, the easier it will be to sell to them.
Structure the Demo Properly
Winning sales demos are not done on the fly. They’re properly structured, with clear sales demo scripts to follow.
Make sure that your sales demo follows a strategically-planned outline, where you cover certain steps, features, benefits, and functions of the product you’re selling. If you just dive in with no plan, you’ll struggle to keep the demo professional and convincing.
Use the Right Talk-to-Listen Ratio
The winning talk-to-listen ratio for a sales demo is 65:35. If you spend too much time talking, there’s a good chance the demo will be unsuccessful.
Make sure your sales demos include the right amount of explanations, as well as allow for questions. Listen to your prospects, ask them questions, and make sure they always have the opportunity to talk and engage with you. Remember to lead the conversation throughout all of this.
It’s also essential that you don’t spend too much time on long dialogues. Successful sales demos have 21% more speaker switches per minute, which means there’s more back-and-forth dialogue with the prospect.
Turn Features into Benefits
Using your sales demo to simply display and list product features won’t inspire your buyer. Instead, you need to turn those features into clear, tangible benefits that the buyer is looking for.
Try to tell a story here, and create a narrative that the customer understands. Your goal is to get them to imagine using your product. They must understand the benefits and value the product can bring to their business.
So, whenever you mention what your product can do, make sure you tie this feature into the benefit it provides and how this addresses a pain point.
Make it the Right Length
The length of your product demos experience plays a big role in the success of the demo. Successful sales demos are 30.5% longer than unsuccessful sales demos. So, make sure you tackle enough time during the demo to really engage with your buyer.
Use Data
If you want to make your sales demo experience more compelling, then you’ll need to use data and insights that your buyer can relate to. This should include graphs, tables, and any other data formats that get the prospect thinking.
Of course, this data needs to be customized to the prospect’s individual case. Using a tool like Saleo makes it easy to pull this off on a live demo.
Final Thoughts
While there’s a lot more you can consider with your sales demo experience, the tips above will help you turn live demos into better business!
Ensure your sales team is equipped with the right tools to make this happen.
With Saleo, you can create impactful live sales demo environments that can dramatically improve your win rates. See how the platform works if you’re interested in improving your sales demo experience!
