Demo time is show time. This is your chance to show the prospect your product’s bells and whistles. When you nail
a demo, you can count on getting the prospect to the next step in the sales funnel. All too often, sales reps discover the demo didn’t impress the client. In a Hubspot.com post, Aja Frost summarizes the ways you can improve your demo skills.
Whether you are demoing in person or via a webinar, you are calling on multiple skills. You’re performing in front of an audience. You should also be listening to and watching the audience to make on-the-spot adjustments, in the same way an improvisational actor might do. Before you begin the demo, you should also commit to prep work.
Nobody has time to recreate their slide deck and their video presentation for every demo. But, you can improve the impression you make with a prospect by customizing some of the information you present. Are there are couple of slides you can easily swap out for each presentation? Check out your title slide and see if there’s room to add the prospect’s logo. Consider adding an “all about” slide which lists details such as the prospect’s pain points and how you intend to address them. Taking this step show the prospect you’ve invested some of your valuable time to learn about her business.
If you’re new to the product or service you’re selling, don’t try to wing it during a demo. Your audience will be able to tell. It’s especially important to practice the slides you’ve customized before the demo. Do you have your facts straight? Have you memorized the names and titles of the people you’re demoing to? Knowing these details will make you more confident when you’re talking.
Some reps prefer to run through their entire presentation all at once and encourage listeners to hold their questions until the end. This strategy is not prospect friendly. You have the prospect’s attention. You need to know what is puzzling or confusing them. If they hold their questions, they may never ask them at all. By the end of the presentation, they may be anxious to head out for lunch. Or, they may forget what they wanted to ask. One way to encourage questions is to stop after each section in your presentation. That way, you won’t lose your place. You’ll also encourage dialog with a prospect who will remember you took the time to consider every issue she raised.
If you’re looking for a way to close more deals, review the information you present and the style you’re using to demo your product. Making a few tweaks will boost your close rate.