5 steps to a successful sales demo meeting
The sales demo is a valuable aspect of the sales process, and it became simpler today to offer it through several platforms such as video or web meetings. The fact that is easier to demo does it mean that the demo itself is easy as the demo can make the difference between winning or losing the opportunity. Furthermore, when we asked prospects what is the most important phase that influenced the buying decision, a demo that shows the solution to their problem comes always at the top.
Therefore, preparing and conducting a successful demo is fundamental in a winning sale. Here we will present 5 proven steps for a successful demo meeting.
1. Start with the goals in mind
Before starting the preparation for the demo, make sure that you defined the actual outcome that you want. Is it to have an in-person meeting afterward? Is it to make the final decision? Is it to showcase the product/solution? Is it to educate the prospect to sell the solution to the key stakeholders?
Answering this question will set the right mindset for the following steps.
2. Discovery/ research about the prospects
Before conducting the demo we need to make sure that we have enough information about the prospect to match the demo to their problems that need to be solved. Researching the prospect is the fundamental step in the sales demo process. As the representative who delivers the demo presentation, you should have a deep knowledge of the demands/requirement and desired outcomes of the prospect, along with information about the prospect’s role, strategic objectives, and roadblocks and key stakeholders along with the monetary value of not implementing the solution.
This could allow you to refine and modify the demo to the special circumstances and needs of the prospect, which would be an essential part of an effective sales demo.
3. Demo tools
In contrast with the actual outcome of the demo meeting, most of the time the tools that you use for the demo are in your control. Therefore due diligence and throughout preparation and verification is necessary to avoid any mishaps. Here is a list by all means not exhaustive that you need to keep in mind:
- Poor internet service: always carefully check your internet connection in advance before the start of the demo.
- Microphone: It’s easier to headphones with a microphone, but a good working room/camera microphone works as well.
- Speakers: If not using headphones, make sure the speakers are on and are set to mid-range volume settings.
- Environment: Make sure the room is quiet and no interruptions can happen that can jeopardize the demo (kids coming into the room if you are doing it from home, or a big b’day party behind you)
- Recording: Always check with the prospect if a recording is permitted, and when possible do record the demo to improve yourself.
4. Manage the time
Managing time is one of the core skills of any successful sales representative. You need to start on time and throughout the demo make sure that you can finish on time even if you are flooded with questions. The demo needs to finish in the allotted time, especially if you have other demo meetings lined up, and the best way to accomplish it is to set the agenda and the expectations at the beginning of the meeting.
5. Ask for the next step
Make sure that you allow time at the end of the demo to talk concretely about the next steps. You need to emphasize that this would be a collaboration. Both companies will invest resources and time that will make the partnership successful. The decision should be an easy one, however asking: Mr. Customer what would you like to do after seeing the solution to the problem? Will open the discussion about the next steps.
Conclusion
Conducting a successful demo is the difference between a lost deal and a successful close. By following the steps outlined here you are set for success. Therefore:
- Make sure that you define the end goal first
- Research before creating the demo
- Manage your tools
- Manage your time
- Make sure you allow time to ask what the next steps should be
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