How to demo
Top sales people focus on minimizing time needed to close a sale.
Top sales people know their #1 Objective is to make the sale.
Top sales people job is not to make the prospect an expert on how to leverage the product to the fullest.
Those will come at a different time
There are other people in the company who have those other responsibilities to get renewals, satisfaction, referrals etc.
The only responsibility of a sales person is to make the sale, in a honest manner and in the shortest time possible.
When you are demoing the product you should ask yourself
What is the most minimum demo step, that one feature or that one work-flow that can make the sale happen.
Your goal should be to understand the prospect’s situation so well
that the one demo and the one thing that you can show
will make the prospect feel they are getting a great ROI.
And they should be ready to sign.
Once you get the customer to feel they got an adequate ROI with the
work-flow you showed them, stop the temptation to show more features.
TOP SALES PEOPLE JUST DON’T DO SUCH A THING
THAT CAN KILL THE SALE
DELAY THE SALE
Your objective after getting the signal that the customer’s ROI on the product,
should be to talk about how fast and how quickly you can close.
Talk about other aspects of the same feature or the same work-flow
But nothing new that can open a Pandora box.
Don’t show additional features.
Despite the general thinking the more features you show, the more they will like the product,
the truth is, the prospect feels he is over paying for the product if he see features he hardly will use in the short term.
If the first feature gave him full value (that is significantly better than the competition) PLUS you showed him 5 other features that are not of immediate value
The prospect would feel your product is an over kill for them, because your product has incorporated into pricing all these features they are unlikely to use.
It is like you going and buying a vehicle that is designed for situations you are never likely to encounter – such as sand storms and blizzards.
---
In your next 5 demos,
see if you can get away with the most minimum work-flow
And see if that makes a difference to your close rate
---
If you can’t close one in SIX high probability prospects that come for a demo, you are not likely to be a top sales person.
Your goal should be to have a close rate of better than 15% of demos.
Top sales people know their #1 Objective is to make the sale.
Top sales people job is not to make the prospect an expert on how to leverage the product to the fullest.
Those will come at a different time
There are other people in the company who have those other responsibilities to get renewals, satisfaction, referrals etc.
The only responsibility of a sales person is to make the sale, in a honest manner and in the shortest time possible.
When you are demoing the product you should ask yourself
What is the most minimum demo step, that one feature or that one work-flow that can make the sale happen.
Your goal should be to understand the prospect’s situation so well
that the one demo and the one thing that you can show
will make the prospect feel they are getting a great ROI.
And they should be ready to sign.
Once you get the customer to feel they got an adequate ROI with the
work-flow you showed them, stop the temptation to show more features.
TOP SALES PEOPLE JUST DON’T DO SUCH A THING
THAT CAN KILL THE SALE
DELAY THE SALE
Your objective after getting the signal that the customer’s ROI on the product,
should be to talk about how fast and how quickly you can close.
Talk about other aspects of the same feature or the same work-flow
But nothing new that can open a Pandora box.
Don’t show additional features.
Despite the general thinking the more features you show, the more they will like the product,
the truth is, the prospect feels he is over paying for the product if he see features he hardly will use in the short term.
If the first feature gave him full value (that is significantly better than the competition) PLUS you showed him 5 other features that are not of immediate value
The prospect would feel your product is an over kill for them, because your product has incorporated into pricing all these features they are unlikely to use.
It is like you going and buying a vehicle that is designed for situations you are never likely to encounter – such as sand storms and blizzards.
---
In your next 5 demos,
see if you can get away with the most minimum work-flow
And see if that makes a difference to your close rate
---
If you can’t close one in SIX high probability prospects that come for a demo, you are not likely to be a top sales person.
Your goal should be to have a close rate of better than 15% of demos.
