How to convert demos into $$
Charlotte Lloyd
Helping Consultants & Coaches sign clients with sales & content strategies on & off LinkedIn | $15m in client sales | Speaker | Founder The Client Acquisition Club
Charlotte`s Sales Shares #5 is out! Hello to 2945 subscribers ready to take action
Today`s is about demo dynamics and in an under 2 minute read you will learn how prep for your demo call with one actionable tip
Most sellers make the mistake of using the product demo to pitch features and benefits - not a good move.
You need be able to show these 3 criteria:
Here`s how we are different
Here`s why those differences matter to you
Proof those differences add value
And before you jump on the disco, you should know as a seller
What has the prospect already attempted to try and fix the problem? Has the prospect tried to solve it already and if so, how, what was the outcome?
What is the prospect trying to do? Probably be more efficient and automate workflow, yet you need to get them to be more specific
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What is the prospect trying to accomplish? So why is this business problem so crucial compared to others
How is success measured? Super key to know, if you dont then cant tell if this will solve the prospect`s problem or not
And when you START the demo, here is what you can say as an intro to
So X, typically these demos go one of two ways:
You might not like this and that is ok, you aren`t going to offend me personally if you don`t
OR
You like this, you want to see what a proposal could look like with pricing and you want to bring in people from your team
Either outcome is fine, I just want you to know that you can tell me at the end when we talk about next steps
Want more tips like this? Drop your email to me in a DM
Operations Manager .Hospitals Management
2yVery useful
Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy
2yPost demo is the most common part of the cycle where AEs lose control of their deal. There are a ton of reasons why, and the ones you included are definitely part of it!
Senior Account Executive at Wisor.ai | Experienced Business Development Manager | Driving Growth & Strategic Partnerships | Father of 3 beautiful kids
2yEyal Cohen 💭 Itzik Woda
Solution Specialist @ Shift4
2y“What’s the prospect trying to accomplish?” That’s a big one. Everyone has tons of features and solutions. But, usually the prospect won’t need or want everything you have. So focus on what they want. Don’t sell too much.
Building a leadership development academy masked as a medical sales team | Writing about becoming a leader and building an influential life
2yTHe first point is so critical Charlotte. Knowing who your ICP is key. Look at the data and it will show you.