Product Demos That Sell

•What do they dislike most about their current approach?         •What do they want improved?         •Have they used a similar product in the past (or are they currently)?         •What other products are they evaluating?         •Who are the stakeholders involved in the deal?         •How do they feel about your product? What are their individual objectives, objections, wants, and needs?         •How are they evaluating your solution, which KPIs do they want your product to push?

There are three pieces of information that are particularly useful to you:         •What's their job title?         •What's their main responsibility?         •What insights do they hope to gain from attending your demo?

•Why is the prospect interested in your solution?         •Which objectives do they hope your product will help them achieve?         •Which problems do they hope your product will help them solve?         •How are they currently trying to achieve this?

Why we developed sales software for sales people

I always, always, always ask each individual, “If it was completely up to you, what three things would you change about your existing system?” Then ask, “What are the three best things about your existing system?” If appropriate, ask, “What are the three things you’d like demonstrated

•What were the highlights of this conversation for you?

You can get answers to all your questions

of moments to prepare and be very clear about the three main points you want to make—these will be the highlights of your sales pitch. What are the three things that will make the biggest impact on prospects?

“We take this responsibility very serious, and that's why we're always here for you. Let's go through this together.

“Your product is only as good as the problems it can solve for someone. What I want to hear during a demo is what problems you are solving and for who[m], not a laundry list of features in your product.”—Ryan Leask, Manager of Data Engineering at Facebook

"I want to make sure that we don't waste any of your time on a demo that doesn't answer your questions and provide you with the insights you need to make an informed decision. That's why I'm going to ask you a few questions about your interest in our software."

Learn about:         •Their customers: Through testimonials, case studies and customer logos.         •Their team: Through “About Us” pages, LinkedIn profiles, and blog posts.         •Their partners: They often display partnerships on the website.

How much time do you think you’ll need to make a decision? What needs to happen?”

"Rather than spending hours trying out our software and reading documentation, just spend 30 minutes attending a demo, getting answers to your questions and having a true expert help you customize the product to your specific needs and workflow."

If you give yourself another 10 to 15 minutes at the end of your demo to answer questions and engage with people, the maximum amount of time you should spend demoing is 30 minutes.

Nobody cares about your product’s features. What that means is that when you’re giving your product demo, you need to focus on how your product is going to help your prospect:         •create value         •save time         •increase revenue         •solve problems

Start with a killer feature of your product that serves an important need for your prospect.

Great demos aren't about showing off every bell and whistle your product has to offer—it's all about creating a vision for the prospect of how your product can make their lives better.

You will send more, and better, emails

Customize your product demo to your prospect's desired results to make the most out of your sales opportunities.

Our mission was simple:

Decide in advance the three things you want your demo audience to remember about your product.

Flipping questions is a great way to learn more about the underlying reasons for why a prospect wants things a certain way.

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Make your prospects feel great about your product.