Quelles sont les meilleures pratiques pour identifier les points faibles des clients lors des démonstrations ?

Read the book “never split the difference” you will understand the better use of mirroring , open ended questions and finding pain points and back swans . You are welcome

If you don't know anything about your prospect, use a Menu of options to start the meeting. It gives prospects an overview of what you do and you get input. An example: "Dear customer, You asked us for a demo, and there’s a range of things we can show. As we only have 30 minutes, let me share topics that we’ve helped other services leaders like you. We talk about how you can increase margins by optimizing resource utilization. Or we discuss how to improve your customer satisfaction by customer collaboration. Or we focus on how to improve your employee satisfaction by easy activity reporting. So those are 3 areas that we could explore. Which one would you like to know more about?" aka Menu Approach in Great Demo!

If you plan on doing open and honest business with a client, then I would recommend just being open and honest right from the start. Simply asking the correct questions such as - What you do or do not like currently and how do they see the perfect solution. This can lead to honest and transparent conversations and not sales patter with broken promises and you will know what is expected and they will know what is achievable from the beginning. Once this is established, a relationship of trust can be built and strengthened over time.

STOP showing off features in your sales demos! Do THIS instead to skyrocket your close rate: They care about solving THEIR problems. So before you dive into your demo, here's the game-changing move: Here's your cheat sheet to uncover those juicy pain points: "What's your current setup?" Get the lay of the land. Understand what they're working with now. "What do you love about your current solution? What drives you nuts?" This reveals gaps you can fill AND shows you're not just there to bash the competition. "If you had a magic wand, what would your ideal outcome look like?" Discover their REAL goals, not just what they think is possible. "What's standing in your way right now?" Bam! Direct line to their pain points.

1. Prepare : Research the client's industry and needs. 2. Ask probing questions: Understand their challenges. 3. Listen actively: Pay attention to their concerns. 4. Show, don't tell: Demonstrate how your product addresses their pain points. 5. Use case studies: Share real-world success stories. 6. Encourage feedback: Ask for their thoughts and concerns. 7. Be empathetic: Understand and acknowledge their pain points. 8. Offer solutions: Propose how your product can alleviate their specific issues.

When interacting with prospects, many sales teams focus on what they want to get out of the meeting – the information they need. Too often, the attention is on yourself, what you feel and think, your objectives, and your product. Many sentences start with "I" or "we". To build rapport, you need to listen better and show that you listen. The trick to do this is to let go of your own goals, but fully focus on the other person – what they say, think, feel and find. What helps this transition is to stay in the 'you-mode'. Start your sentences with the word "You".

Engage with empathy. Active listening allows you to truly understand your client's concerns, fostering a stronger connection.

Navigate systematically. The SPIN framework (Situation, Problem, Implication, Need-payoff) guides you through uncovering pain points in a structured manner.

A solution is only a solution if the customer believes it is a solution to their problems. You need to fully understand your customers to present solutions to them. You build rapport by showing that you listened. When preparing your demo, start by summarizing what you have heard from them. Talk about their business goals. Talk about problems preventing them from achieving those goals. Then, show the specific capabilities they need to solve their issues in 1 or 2 software screens. Tell them what they see on the screen and how this will solve their issues. Keep it short. Don't focus on your product; make the conversation about them.

Bridge the gap. Once identified, align your solution directly with their pain points, showcasing the value you bring to their specific challenges.

Encourage transparency. Prompt clients to share feedback and objections, providing you with invaluable information for refining your approach.

So many sellers fill the start of conversations with "Discovery" often leading to frustrated and tuned-out client that feels interrogated. You've lost their interest before getting to the meet of the conversation. It's common for sellers to use filler words, phrases and questions to fill blank spaces. Think about mid-presentation or demo. How often have you asked "Does that make sense?" or "Any questions?" or "Any thoughts/feedback?". These are yes or no questions that add no value to the client or to you. If you can replace every single yes or no question with an open-ended powerful question IE "What's resonated the most so far?" or "How do you see this working in your world?", you're going to get pain points with no additional effort.

Too many demos lack engagement throughout from the prospect. An easy fix is regularly and consistently ask for their thoughts, or how they may use various features, as appropriate. Doing so effectively will highlight the customer's needs, priorities, and pain points.