In this post we show you some recommendations that you should take into account before having your next meeting and doing your Demo. Without a doubt, these tips will help you present your software much better and close more sales.
Tips to sell more with your demos
1. Use the demo as a proof point
When a customer agrees to a meeting to learn about your software, most prospects are more likely to think of reasons not to buy than reasons to buy. A good demo should reinforce the sales message to such an extent that the listener can't resist trying your software .
2. Focus the demonstration on decision makers
Managers and executives are the ones who will make the final decision about whether to purchase the software or not, so make sure that the demo clearly shows everything that cfo email list the software has to offer them . That is, be aware of their daily problems and make them see that your software is the perfect solution to solve them.
3. Don't try to prove too much
One of the most valuable pieces of advice you can receive to improve the user experience during your demos, in order to sell your software relentlessly, is to not try to show too much.
There's a natural tendency to want to show off everything your software can do. Instead, find a suitable target and focus on demonstrating the features of your software that your potential customer is most interested in.
Getting straight to the point has more benefits than it seems. For example, if your client shows a greater interest in their return on investment, focus on this point and send a strong message that drives the sale.
4. Don't be repetitive
Many software demos keep showing the same feature over and over again, hoping that repetition will add credibility. In reality, repetition (beyond what is necessary to structure the demo) decreases credibility . Understand that decision makers have unfinished business, emails to send, and calls to take. Don't make the mistake of being repetitive with your messaging!
5. Not anticipating feature needs
Unless you are 100% sure that a specific feature is of interest, don't demonstrate it . It is much wiser to only demonstrate features that you are sure potential customers will actually need.
6. Never leave doubts for later
Never do this! Once you have done your demo, check that the potential client understands and is satisfied with what he or she has seen . Once you are sure that the demo has been made clear, conclude by closing the deal.
7. Never show off to the uninterested
A software salesman can deliver relentless demos and become a true software sales guru, but if his presentation is not targeted at customers who are actually interested in the product, it is a complete waste of time.
Don't waste your time! If you don't have access to demonstrate your demos to the decision maker or someone influential in the sale, don't do it .
8. Take control of the demonstration
Don't let the prospect dictate where the demo goes. If you do, you could end up going into areas where your software doesn't work well, making your product look underappreciated. Always stay in control of the demo!
9. Don't talk too much about technology
Even if your audience is technically oriented, it's best to talk about what the software can do for the prospective company and not how the software works internally. Talking too much about technology can end up confusing or overwhelming the listener of your demo.
It is also advisable to leave out the damaged business jargon, words like “robust”, “bleeding edge”, “best in class” only make you look like an exaggerator, especially in front of a technically savvy audience.
10. Pay attention to the plot
A good software demo tells a story, with a beginning, middle, and end. That story should show how the software helps the prospective company achieve a goal or avoid a problem. Remember: your product is the hero .
11. Always think of a plan B
Some software demos often go wrong due to unforeseen technical circumstances. Make sure you provide, before you begin, an excuse as to why it might not work. The idea is that your software is never to blame for any errors that may occur.
If the demo encounters technical difficulties, prepare some other sales-oriented activity that can fill the gap while your engineers troubleshoot the issue.
Improving the demo experience to sell software relentlessly is possible when you prepare for it. Face-to-face time with your prospects is a golden opportunity that you should make the most of.
Take note of these tips and start preparing your next demos. If you want more tips to improve the demo experience and sell software relentlessly , subscribe to our newsletter!
