Impacting Sales Demonstration Techniques
Impacting Sales Demonstration Techniques
A sales demonstration (or a sales demo) is when a sales representative gives a presentation to prospective customers to demonstrate the benefits, capabilities and value of the product. A sales demonstration is used to close a sale.
A sales demo’s purpose is to make a sale, whereas a product demonstration is meant to demonstrate to an existing client how to use the product/service they have already invested their money in.
Techniques that can impact sales demonstration
1. The “Contextual Overview”
Account executives who deliver compelling sales demos to prospects prepare them for the next stage. Usually, this takes less than two minutes. Closed deals are based on product demos that set the context.
2. The Upside Down Demo
Most successful sales demos are conducted in an “upside-down pyramid” style. Don’t try to “build up” to the most important part of your product demo and “save the best for last”, instead, start with the most valuable.
This means that if a customer spends 7 minutes talking to “coaching”, 4 minutes talking “onboarding” and 5 minutes talking “pipeline management” during the previous discovery call, then the product demonstration would immediately address the “coaching use case” instead of saving it for the end.
3. Accelerated Interaction
The rate at which back-and-forth discussions accelerate as the demo progresses is a strong indicator that the demo is successful. Effective demos start as a pitch, and then slowly develop into a back-and-forth conversation. The conversation has evolved from being a presentation to a lively dialogue between two people discussing practical issues and logistical details.
4. The Wrap-Up
You have been through everything to date and are ready to move on to pricing and the next steps. After successful demonstrations, pricing is a common topic of conversation between the 38-46 minute mark and the end of each call. It is possible for the customer to be unclear about pricing or simply not agree with it. In such cases, it is worth spending more time discussing the pricing in failed sales demos.
5. Learn what the buyer is looking for
Effective selling is built on understanding the buyer. However, it is more than knowing the buyer. It’s more about understanding the buyer’s expectations and determining what they want to experience when considering buying in your market.
The buyer has expectations and you have to meet them. If you don’t fully understand the buyer’s expectations, you can’t exceed them.
6. Establish trust with the buyer
Buyers prefer to do business only with people they can trust. Selling well is about building trust with buyers.
7. Your sales pitch should have an objective
It is amazing how few salespeople understand the purpose of their sales presentations, given how simple it is to create one. It is possible that you are trying to give a brief overview of your company, product, and the value that you offer customers. You might also want to know as much about your buyer as possible, their needs and why they need it.
The most important goal is to use your sales pitch in order to get the buyer to take the next step in the sales process. The presentation should be focused on explaining the value you provide and the next steps the buyer should take to agree to follow your lead.
8. Your sales pitch should revolve around a compelling story
A good story is the foundation of any sales presentation. Buyers love “story arcs”, which show how your company will change. The buyer should see how you will get them from point A to B in your sales pitch.
Join a Training Class
You will learn to communicate clearly and confidently, have a natural and composed manner, and easily convey complex material. Learn how to build credibility and confidence while expressing enthusiasm. Learn how to overcome negative situations and inspire people to take action.
This program is a valuable experience that can make a significant difference in your business’s success. This program includes several recording opportunities for presentations, coaching and review. Your audience will see you as confident, prepared, and informed. There will be tangible improvements in communication, corporate image, and ultimately your bottom line. A salesperson must be knowledgeable about your product or service to communicate confidently the benefits to customers and prospects.
It’s not enough to know everything about the company offering it. An effective and confident salesperson will be an expert in their customers’ industry so they can be viewed as strategic resources and not just product pushers. You can make a positive impact on the sales presentation. Encourage sales reps to become as knowledgeable as possible about the industries they serve in order to feel confident when speaking with buyers.