Comment pouvez-vous adapter votre démo de produit pour séduire les prospects les plus coriaces ?

A solution is only a solution if the customer believes it is a solution to their problems. You need to truly understand your customers to present solutions to them.

GenAI tools like ChatGPT are highly effective for conducting research and discovery on your customer. While face-to-face discovery sessions are always better, often buyers want to see a demo before they allow for discovery. In the absence of discovery with the customer, try to use tools like ChatGPT to understand the buyer, their company, the use-case, and workflows. Many industries, roles/personas, use-cases and systems architectures are highly common across the market, so ChatGPT is ideal for expressing the underlying patterns of a given target use-case. While ChatGPT isn't a replacement for deep discovery, it can provide you with valuable information about a use-case to integrate into a compelling demo.

Ensure you remove all your technical terms and acronyms keep it simple and use their terminology as they need to understand what you are saying and where it fits with solving their pain points.

Demos should focus on the elements that are applicable to your prospect's business. Additional features or benefits can be layered in if you've set and agreed to an expectation of a particular element that greatly benefits the business. In all cases, communication is key; understand your prospect, their business and the mutually beneficial relationship that will form when you've successfully demonstrated your product.

In addition to learning all you can about your customer and their needs, also spend time identifying their top competitors and where they rank in their vertical. Your customer could be leading the pack or lagging behind. You also may find you do business with others in that industry. Not just in business but in life, people want to know what others "like me" are doing in a given area - especially laggards looking toward leaders. While you don't typically want to share customer names, sharing a story of how you're helping other customers in the same space goes a long way for credibility.

Tell a story. Be memorable. Be specific to your customer and their needs. Remember, harbor tours are for Niagara Falls, not demos. You don't need to show every feature. Your goal is to help your customer visualize how you can help them achieve a successful outcome similar to how you've helped other customers.

Setting expectations with the customer ahead of time is huge. Ensure each individual knows why they are on the call specifically - it makes everything much more efficient. This is also true for internal stakeholders! Everyone should have a purpose for being there. If not, give them the time back.

Always have a plan B for backup when Murphy’s Law takes over. Simple things like incompatible connections, internet issues, firewalls, passwords, etc. can make the best presentations or demos fail.

The key to a successful demo is a successful discovery. The question you want to solve in the discovery is "what problem are they facing?" Even if they don't explicitly mention the problem, the goal is to derive the problem through your line of questioning. Once you find out the answer to that question, then you move on to the demo. The agenda of your demo should focus around solving the question "how can our solution help solve your problem?". Once you look at demos from this perspective, every demo you do becomes focused on the value and the "why" of your solution rather than just the "what" which isn't good enough for a demo.

Adapt the demo to their industry or specific use case. Show real-life examples or case studies relevant to their situation to make it more relatable and impactful.

I know your product may have a lot of features. but don't focus on those features. Try to focus more to the feature that can solve the customer problems. remember your main goal is to sell the product, not to be seemed clever in front of your customer

A great idea can became disaster if conveyed without setting up context. Setting the stage and highlighting prospect needs before starting a demo will help prospect to connect with the demo and understand in mich better way.

Avant de commencer la démonstration, je vais m'assurer que tout est prêt du côté technique et confirmer la disponibilité de notre équipe. Je vais également prendre le temps de me présenter, ainsi que mon équipe, et de revoir brièvement l'ordre du jour et les objectifs que nous avons identifiés. De plus, je vais poser des questions ouvertes pour mieux comprendre leurs besoins et objectifs, tout en restant flexible pour adapter la démonstration en fonction de nos échanges. Cela nous aidera à établir une relation solide et à m'assurer que la démo répondra pleinement à leurs attentes.

Setting the stage, validating previous information, and asking open ended questions is always good. Once the stage is set initially also set the stage during the demo, one approach is to provide a statement with an open question for feedback to qualify and quantify the results. For example, "what I am about to show typically provides x value and solves y problem which was stated in our past conversations. It would be great to get... ?" This provides the customer the awareness of what will be shown, a value statement before seeing this section of the demo, and then opens the Q&A on how it relates to their business. Allowing the SE and AE to dig deeper into unique challenges for your customer and maintain a value based conversation.

When you have full knowledge of your product and its abilities, you try to find customers that could use the product. It is better to have reference from other customers using it, this way the customer can have a view of how this products work and the results will bring. Listening to the customer s needs this product could be the solution to many of his problems that could save him money so price issue is not a matter, in case of price matter between another product of the competition full knowledge of the product s abilities and advantages could solve this issue. If this presentation is a solution oriented presentation and not so strict product presentation the result will be succesfull.

The easiest way to get customer buy-in is through storytelling. Don’t just show the feature that the AE said is important to the customer, set the scene of what the pain point is to need the feature, then talk through the solution, then talk about what life looks like after. This builds rapport with the customer, but also helps them envision how their life could be easier.

Balancing product demos and comprehensive training is crucial in effective Pre-Sales. Instead of a mere 'click here,' showcase how your solution addresses key pain points. Personally, I swear by the Demo2Win methodology, especially the 'Tell, Show, Tell' approach. It's my preferred method for breaking down intricate demos into impactful segments.

An addition: - Only show when there is something to show. - Stop sharing your screen when there is nothing relevant on the screen.

If you want to demonstrate how your product works, let the customers see it for themselves. Even better, encourage them to try it out. Guide them through how to use it and show how easy it is to operate. Let them experience the overall wow factor. This will also help to reduce any objections once they got their hand on it.

La mejora menra de contar con un entendimiento pleno de los clientes potenciales es la demostración. No por nada el dicho "mas hechos, menos palabras" es ideal en el campo de las ventas, mas allá del entendimiento teórico de un producto en un cliente dificil, es la aplicación y la demostración de los beneficios de los cuales podrá disfrutar el cliente una vez se adquiera nuestro producto.

My process is to actively hunt for the objections...much like a treasure hunt. Objections give you more information than a simple nod-yes statement. Treat finding objections like a mission - they are the gold.

En el manejo de objeciones es clave SABER ESCUCHAR, muchas veces el interlocutor tiene aprehensiones distintas al mensaje que está dando a entender. Por eso no solamente la escucha es determinante, sino también en momentos que la objeción es difusa es muy buen complemento SABER PREGUNTAR al prospecto cuántas veces sean necesarias para saber él o los verdaderos motivos que lo hacen dudar de una posible compra 🛒

Handling objections is a key to win over prospects. Whenever prospect raises some objections it’s an opportunity to convince prospect in detailed way by acknowledging the prospects objections and giving prospect 3 reasons why and how your product will help prospect to win. Understanding the objections of prospect always helps to decide way forward and interests of prospects.

In the world of Pre-Sales, like a live performance, preparation is the key to overcoming objections. Over time you should begin to recognise the most common objections, especially if your product is resolving the same business problems. By creating a hidden set of FAQ slides, you can pivot to the appropriate visual creating the impression of preparedness and credibility. The goal is to remain calm, guiding through stormy waters.

Jotting down a list of action items as a call progresses will keep you on track and help you prioritize the follow up without missing something important to a stakeholder. Then at the end of the call you can summarize these by going through your list. This not only allows an opportunity for any missed items to be called out, but makes sure everyone leaves the call feeling heard.

An effective tip is to keep paper and a pen handy during discussions. Visible note-taking communicates active listening and genuine interest. During remote demos, strategically position yourself so prospects see you jotting down thoughts. Summarise takeaways, commit to response timelines, and ensure you follow through. This enhances clarity and builds trust.

Discovery lays the foundation for a successful demo by uncovering prospect needs and pain points. It's not just about showcasing features but tailoring the presentation to address specific challenges. This personalised approach builds a stronger connection, making the demo more impactful and relevant to the prospect's objectives.

Simple steps matter a lot. Instead of addressing customer as a generic customer, address the pain points specific to that particular customer and showcase properly, case by case basis on how effectively your solution is addressing the problem. Another major aspect that needs to be considered is, setup your demo environment tailor made as much as possible. Even uploading customer logo as tenant logo / portal logo itself as a part of demonstration will help in big way.

Encourage active participation from the prospect during the demo. Ask questions to understand their specific pain points and challenges, and then tailor your presentation accordingly. Engaging in a dialogue shows that you value their input and are committed to finding the best solution for them.