Sales product demos are a crucial step in your sales process. In fact, according to the Sales Benchmark Index, a sales demo that is done well has the second largest positive impact on the outcome of a sales campaign, just behind an independent colleague referral.
During a product demo, you have your prospect’s full attention; it’s your time to shine and prove your product’s real value in a completely personalized and relevant way. Unfortunately, demos leave a lot of room for error, and if not done correctly, can quickly turn a prospect away.
We’ve rounded up some of our top blog posts on sales demos to make sure you have all the information you and your team need to run a deal-closing demo.
One size definitely does not fit all when it comes to a sales demo. In order to engage and influence your prospect, you need to be speaking their language. This post explains the specific steps you need to take to truly understand your audience before a sales demo call, and how to use that information to tailor the presentation to their specific needs.
In a sales demo, a prospect can go from interested to uninterested with one small slip. You can’t always know what to expect and you might get a curveball thrown at you, but knowing what NOT to do will better position you for success. Learn what you need to avoid with this list of some less obvious sales demo “dont’s.”
Practice makes perfect, but demos don’t come easily for everyone. Luckily, it’s a teachable skill. Honing in on the reps that need assistance and coaching them to improve their demo chops can have a big impact on your team.
Even if your sales demo was flawless, you need to have an effective and strategic follow-up process to ensure your efforts aren’t wasted. Your prospects may have been completely engaged and excited during the call, but with their busy schedules, you need to be proactive to keep that momentum going.
As your product and your prospects’ business needs evolve, so will the way you run your sales demos. However, by nailing down these fundamentals, you’ll be prepared for any demo scenario.