It’s no secret that buyer behavior has undergone a massive shift after the pandemic. Today's buyers are more informed and tech-savvy than ever before. They prefer to do their own research and gather information before engaging with sales reps.
Here's where sales reps need to cut through the clutter and provide clear, concise, and relevant information during demos.
Gone are the days of lengthy presentations and overwhelming slides. Today's buyers have limited attention spans and are easily overwhelmed by information overload.
So, if you're still sticking to the old-school traditional approach for your demos, it's time to rethink your strategy.
1. Flip Your Demo Upside Down
To deliver a winning product demo, it's crucial to start with the outcome and let the conversation unfold naturally from there. One practical approach is to begin by addressing the problem that was given the most attention during the discovery phase.
By doing so, you can demonstrate a deep understanding of the customer's pain points and highlight how your product solves those challenges. This way, you showcase the value of your product in a way that resonates deeply with them.
Once you've tackled the primary problem, you can move on to the next most significant challenge you uncovered during your discovery calls.
2. Do not Overload with Information
During a demo, it's essential to give your potential customer a taste of what your product can offer rather than drowning them in the overwhelming sea of information.
Many sales reps make the mistake of thinking that covering more ground and showing more features will build more value, but this approach can actually sabotage the whole deal.
Instead, what you should do is - highlight the key features and benefits that are most relevant to the customer's needs. This way, you can create a more impactful and memorable experience.
This approach allows the customer to see how your product can solve their specific problems and make them eager to learn more.
3. Simplify Your Demo
Effective demos that easily showcase the product's value and address objections can increase the conversion rate by up to 23%
When you show someone how a product works, you have to make it simple enough. That means talking only a little about the technical parts.
Instead, you want to focus on explaining how the product can solve a problem for the person watching the demo.
It's like telling a story - you want to be clear and to the point. For instance, if you're showcasing a new virtualization platform to a group of IT professionals, instead of diving into the technical details of the software, you should highlight how the product can simplify the management of virtual environments, increase resource utilization, and reduce operational costs.
In the same way, when you demo a product, you want to show how it can help someone with their problem in a simple and clear way.
4. Explore the "Why" to Clarify Your Message
Asking "why?" too often can come across as frustrating for the customer, but failing to ask it enough can leave you clueless about your prospect's motivations and intentions.
The best PreSales leader understands that both positive and negative reactions from prospects can be an opportunity to dig deeper.
- Why is it important for them to fix the problem?
- Why is their current workflow not working for them?
- Why are they still evaluating other competitors, especially if you're deep into the sales cycle?
Asking "Why?" can help you navigate to the core motivations behind your prospect's decision-making process, ultimately increasing your chances of closing the deal.
5. Share a customer story after every key feature.
If you want your demo to leave a lasting impression on your buyer, tell customer stories after every key feature. This technique is incredibly effective because people remember stories much better than they remember click paths.
For example, after demonstrating a workflow, you might say, "Here's how X customer is using that workflow to solve Y pain."
By sharing real-life examples of how your product has helped other customers overcome similar pain points, you can help your buyer visualize how your product can benefit them in their own unique situations.
By the end of the demo, your buyer will have a collection of real-life examples to think about, rather than just a series of technical features. They'll be able to see themselves in the stories you share, making it easier for them to imagine using your product in their own business.
Explore more tips for your next demo here - 4 timeless practices to nail your demo
Today, a killer demo is not just about showcasing features. It's about wowing your customers, building meaningful relationships, and ultimately closing the deal.
If you're not constantly evolving your demo strategies, you risk being left behind in today's rapidly changing buying behavior landscape.
So, take out your notes, buckle up, and get ready to implement these tips to stay ahead of the game and win more deals!
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