When following up with a prospect, how can you address objections and concerns raised during a demo?

IF.....you can't meet with the person(s) who raised the objections...try sending a 1:1 video as a LinkedIn direct message as a medium to respond...it's a more personalized method and you can include visual content (video) of something not covered in the DEMO.

Why are we addressing objections raised in a follow-up AFTER the demo. If you are receiving objections during the demo, you need to pause the demo, understand the objection(s), and either address the objection immediately or 'park' the objection with the promise of addressing later in the demo. Don't wait to address objections in a separate meeting following the demo, unless you need more time to prepare your response to that objection. If that is the case, prior to your demo, prebook (before the demo) a post demo meeting to review what you learned from the demo so that you, a SME or SE can be present for technical support. There should be no need to chase them down to follow-up on their concerns or objections. Plan ahead.

Listen to what they are saying, how they are saying it and why they are saying it. This is their objection so they are invested in it.

The discovery phase is esential, the more a prospect speaks the better you know him and his problem. Only by understanding what the issues are, you can understand if your service is or is not a fit.

I love using my conversational intelligence tool to take the 3 moments of the call (snippets) with objections - isolate them and share my answers in followups while waiting for the next meeting. It's powerful!

The information you decide to share should be in allignment to the concerns and issues your prospect shares with you on the discovery phase.

I always respond by 1) rephrasing in my prospect's own words 2) pitching an ideal concept to meet the objection 3) showing how the product can answer (feature) 4) providing an element of credibility (customer story)

Follow up is the key to a sale, because we all are busy, and sometimes we care about solving something, but other things become more urgent, and we can forget. That's where your role comes in.

rhythm is key to animating the downtime between 2 meetings and maintaining momentum in a deal. Digital sales rooms are super-powerful for this - it creates an asynchronous channel and allows me to create a hub in which I leverage content to maintain high engagement throughout the sales cycle!

yes - you have to deal with an objection in a super factual way. Always qualify the objection to understand whether it's a potential real sticking point or whether the prospect is trying to disqualify himself :)

after my answers - I always ask very open-ended questions like - what do you think? This ensures that the objection is cleared up and that we won't come back to it later.

OK, so you tried to respond to the objection and they still have it. To them, it is real. Do not give up. If you feel you have the solution to their problem, stay in the sales process and return with an open mind and with curiosity to where they decided to go with their objection. Are they still in the hunt, did they go with a competitor, or did they give up. If they gave up, they did not have a sense of urgency. If they when with another provider, get more curious and ask what that other provider offered. If they are still in the hunt return with your notes from the sales history and continue to pursue this.

Ask questions BEFORE the demo starts. What will they be using the product for? How many people will be using it? What is their technical aptitude? Where will there be pushback on implementation? Take the time to ask this before you start so you can show how the product can help. If you take the time early on you won't have any real objections.