You’ve done your sales discovery; now it’s time for the product demonstration.
In this episode of Sales Stuff Explained, we share everything you need to know about how to prepare for and execute the perfect sales presentation & SaaS demo.
We'll discuss the importance of creating a slide deck that will highlight the key features of your product, and we'll discuss how to present your software in a way that is both engaging and effective.
If you're looking to close more sales and achieve success in your software sales career, then this video is for you! We'll teach you the techniques needed to create a memorable demo that will leave your customers wanting more. Watch and learn - your sales presentation will never be the same!
Demos or demonstrations are often used to present the Features and capabilities of a software offering (SaaS). Most tech demos are done online via a conferencing app like Zoom.
Always ask for the sale.
Learn more in our full guide ➡️ bit.ly/3Re2DPY
Key Insights:
1. 📊 To sell software effectively, conduct a discovery process, research attendees, create a recap slide, and customize the demo to generate excitement and interest. Demos should only be done after conducting a discovery process to understand the customer's needs and should focus on showing the product to generate excitement and interest.
2. 💡 Use the language that the buyer understands, including key customers and industry figures, rehearse mouse movements, and focus on presenting with the best tone and asking the right questions.
3. 👉 Before starting a software demo, eliminate distractions, engage attendees with interesting facts, and establish expertise and ownership in the first two minutes.
4. 👉 Assume your buyer is unprepared and doesn't know what they need, so start the demo with agenda-setting that confirms the time, participants, and their concerns, and use this opportunity to do more discovery.
5. 📝 Guide the conversation by demonstrating knowledge and addressing concerns to build confidence and engagement, creating a compelling story that addresses the customer's emotional pain, tying features to clear outcomes, and constantly checking in with the buyer during the software demo. Focus on creating a compelling story that addresses the emotional pain of the customer, tying features to clear outcomes, and constantly checking in with the buyer to understand what they care about during the software demo.
6. 🎯 Use excitement and boldness in your voice during a software demo to capture attention, and pause to ask questions if the audience starts drifting off. To keep your audience engaged during a software demo, pause and ask them a question to bring their attention back if they start drifting off.
7. 💡 Don't waste time on uninterested buyers; grab their attention and have a copilot during demos to increase credibility and effectiveness.
8. 💡 The key to a successful software demo is to ask about the next steps, send a recap email with new information, and keep stakeholders engaged.
Featuring (in order of appearance):
Belal Batrawy, Head of GTM at GTM Buddy
/ belbatrawy
Will Aitken, Head Sales Evangelist at Sales Feed
/ justwillaitken
Morgan Sergio, Team Lead, Mid-Market Accounts at Twilio
/ morgangillespie
#productdemo #salespresentation #b2bsales
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0:00 Intro
0:38 The Prep: Review and refresh
1:03 The Prep: Reach out to new stakeholders
1:25 The Prep: Create a recap slide
1:53 The Prep: Customize your demo
2:48 The Prep: Practice your demo
3:07 The Call: Prep your environment
3:43 The Call: Build rapport
4:32 The Call: Confirm the agenda
5:36 The Call: Do the demo
6:36 The Call: Pressure-test
6:46 The Call: Emphasize important moments
7:09 The Call: “Magic moments”
8:57 The Call: Demo with video and in pairs
9:22 The Call: Set next steps
9:53 After the Call: Send a recap email
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ABOUT SALES FEED
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