Category: Product Demos
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I Crushed the Demo and They’re Still Not Buying!
You knocked it out of the park. Crushed the demo! Solved every problem, addressed every need, handled every question or objection. The audience loved your product and espoused the benefits of using it. Then nothing happened. We’ve all been there. What gives? It’s usually one of three things: The Discovery Process is Too Narrow Sometime […]
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The Demo Discovery Meeting: Nail It With This Agenda
If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery In its most simplistic form, demo discovery is about qualifying the business need for your products…understanding how your products make the buyer better at something that’s valuable to their business. […]
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Great Product Demos: More Presenter Than Product?
Great product demos are highly subjective, but there are a few basics that will net a good result. Product demos are the biggest speed bump in the early part of the sales process. Nail the demo and the waters you’ll navigate to close the deal will be smoother sailing (in relative terms). One of the […]
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The #1 Reason the Sales Process Stalls After a Demo
The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. It comes down to THE BIG WHY that’s driving the buying decision. The big why refers to something much higher in the customer organization that’s driving the buying decision, […]