A sales demo, if done right, can be a powerful opportunity to demonstrate your product’s value to a prospect and guide them down the pipeline. However, far too many salespeople give lackluster demos that turn off their prospects instead of drawing them in. The following straightforward tips should give you a basis to run effective and valuable sales demos to drive up your conversion rates. Without further ado, here are 9 easy ways to make your demos into the powerful sales tool they can be.
At Attention, we understand how short on time most managers are and how hard it can be to find time for training your reps. Our software helps cut down training times by more than half through the use of the latest artificial intelligence technology, which gives your reps real-time feedback so you don’t have to.
1. Research
Good research is one of the keys to delivering an effective sales demo. Research is a very basic skill that is fundamental at almost every stage of the sales process, but it is often overlooked. The more homework you do, both about the product you are selling and about your prospect and their company, the smoother and more frictionless your demo will be. It is essential to understand both your product and your prospect’s needs before your demo takes place. Keep track of any recent changes or developments in the customer’s company that might impact their decision; you should also prepare a list of questions that an informed buyer might ask about your product or service, and be prepared to answer them.
2. Focus on the Essentials
Many salespeople get too bogged down in the details during their demos, and talk about aspects of the product that are not important or targeted to the client. Many customers report often being bored by overlong and overly technical demos. A sales demo should not be an exhaustive (and exhausting) catalogue of your product’s features or an information bomb. You should focus on the broad strokes and essentials of your product, and always target what you say to your client’s needs. You should also keep it engaging and brief, and keep your body language and tone energetic rather than monotonous.
3. Address Pain Points
Your focus during a demo should always be directed to how your product can help the prospect solve their problems. This requires a complete understanding of their current pain points and how you can service them. Structure your demo around a few key USP’s (unique selling points) that appeal to your prospect’s needs. Here, you can be as specific as possible. People respond very well to stories, so try to tell a story about how your product will address and solve the prospect’s pain points.
4. Take On the Competition
One of the most high-impact things you can do during a sales demo is to directly address and take on your product’s competitors. You should focus on those aspects of your product that differentiate it from the alternatives and make it unique.
5. Make it a Conversation
A sales demo should never be a one-directional onslaught of information. You want to make it clear from the beginning that questions and comments are welcome. Many reps try to get out everything they have to say first to prevent questions and objections. However, the more engaged your prospects are, even if they are sharing objections, the more likely they will be to buy. A demo is also about listening, as this is how you get the information that helps you customize your approach to your customer.
6. Keep it Engaging
Boredom is one of the main dangers associated with sales demos. All the features and information in the world will be of no use if your prospects are bored or stop paying attention, which happens in the vast majority of demos. Keep it entertaining and light, as well as informative, by making it punchy and to the point, by modulating your voice and body language, and by including humor when appropriate. Including eye-catching visual content and video can also help keep things engaging and retain your audience’s attention. This will also help make your information much more memorable, as people retain images far better than words alone.
7. Put Testimonials and Stories to Good Use
Testimonials are among the most powerful tools a salesperson can use, and a demo is a great opportunity to showcase them. Sales demos are all about building credibility for your product, and there is no better way to do so than by showing how it has helped others in the prospect’s position. You want to focus on the customer journeys that are most relevant and applicable to the prospect’s situation.
8. Call to Action
No sales demo is complete without a specific call to action at the end. You never want to leave things ambiguous or up in the air in sales. Finish strong by stating the next steps your prospects can take, whether that might be scheduling a meeting with a higher-level decision maker, planning a call, or closing the sale.
The key to a successful sales demo is understanding your product, addressing the customer’s pain point, and keeping it engaging. You can also put testimonials to good use by making them feel they are part of something bigger than themselves which will help build trust with the prospect. A great way to do this is by telling stories about other customers who have had success using your products or services that align with their needs. When it comes down to it, people buy from those who understand what they need better than anyone else. With these tips in mind you’re on your way to wowing your audience every time you run a sales demo! Click here to give Attention a try and take your new reps to the next level.
