Create Highly Converting Sales Demos

In today's newsletter we break down a simple but powerful framework for sales demos. This will help you to drive buyer decisions and beat the competition.

A Pivotal Moment

The demo is a pivotal moment in any sales cycle. Here's why:

Before the demo you are still able to mold the buyer's perception of your product or service. And with that, the value you can deliver.

After they have seen the demo, their perception is pretty much set. You can still make small corrections... but you can never go back and erase the image they have of you.

That's why the demo is such an important moment in the sales cycle - do not take it lightly!

Be Clear On The Next Decision

One common mistake I see across sales demos:

the salesperson is unclear about the next step. They are unclear about the next buyer decision. Demos drive decisions, but if you are unclear about the outcome it can backfire.

Here are some examples of buyer decisions throughout the sales cycle:

• To agree to a next step (or not)

• To introduce you to a stakeholder (or not)

• To buy or not to buy (a.k.a. staying with the status quo)

• To declare you vendor of choice (or not)

• To choose you vs. a competitor

• To kick off a pilot, POC or similar

How would you demo in each of these scenarios?

Food for thought :)