One of the biggest challenges in sales during these times is how to deliver a remote demo to close deals and communicate your message clearly. Miscommunication runs rampant when you have limited access to visual, auditory, and verbal cues and even with some of these, it is really hard to maintain attention when your own face is facing back.
Brene Brown published a piece recently that we would like to apply to Demos and in a SaaS sales context. Her piece is on why remote meetings are hard is here and we use her vulnerability framework in explaining one of our services for closing deals with remote demos, the Remote Demo Facilitator. Let’s explore why remote demos and meetings are hard, and how we can overcome remote objections.
Power of Vulnerability in Meetings and Demos
“Vulnerability is hard and it’s scary and it feels dangerous.” – Brené Brown
Brene Brown discusses the vulnerability inherent in meetings, from the kick off, to the close, in the middle there is a time when individuals will find themselves trying to fit in and contribute in meaningful ways to prove value. Vulnerability is the feeling when you enter into a demo as well and are trying to find common ground with potential clients. Using vulnerability as a framework and remote challenge, we would like to offer some guidance on how to authentically communicate and allow yourself to be vulnerable and make your position and value known to your client, to win more deals.
Overcoming No Group Norms: Structure Unknown
Entering a Demo or meeting IRL, you immediately size up the room and try to understand the audience and dynamics of who you are demoing to. Remotely, this is far more difficult. Brene Brown recommends keeping watch for the cues to speak including breathing in, leaning in, and raising a hand. For Demos and presentations online, we further recommend having two people for your Demo team. One person to deliver, the other person to observe and conduct discovery.
Not enough sales force for two people per demo? We have two solutions for this. One, we outsource demos, so we deliver them, and you can run discovery and sell, or there is a technical solution for hand raising on communication platforms. Before a meeting or demo, and while connecting initially, agree upon a hand raising or question forum. Acknowledge the difficulties and open the space for vulnerability and you will see a more fluid and positive interaction.
All Verbal Communication and the Use of the Pitch Deck
Meetings in IRL have the advantage of using multiple mediums so many different thinking styles are accommodated. Remote meetings rely on verbal communication. For a demoer or presenter, it places particular importance on the pitch deck, leave behind deck, and how they are delivering their message. You get far less time to prove your value remotely, so your storytelling, value proposition, and concept delivery must be airtight. We offer special demo pitch decks for remote demoing here. Try to account for bias in thinking by asking more questions and running more comprehension exercises.
Technical always Ruins Flow
Perfect Zoom calls and pitches require all parties to have perfect connections and to basically be linked telepathically. This is not real life. Every time someone needs to have a point repeated, the flow of the meeting is interrupted and presenters need to manage these interruptions expertly. This applies especially to demos. If you are scanning the room for comprehension and questions and then also having to repeat yourself, it is a recipe for a closed door, not a closed deal. Remedy this with protocols prior to the demo such as selected view, technology that supports your demos (we recommend Demoflow software), and a rehearsed demo.
Communication Takes more Effort
Without whiteboards and hand gestures, communication and comprehension of your message is limited. It becomes very easy for an audience to become distracted if they feel like they are not being engaged and spoken to directly. Your script, your visuals, your demo needs to be all about your client and how your client feels, and what they need. We edit Demo Scripts expressly for remote presentations to account for nuances in including your audience in your presentation.
How to Connect with a Remote Audience? Fostering Vulnerability? ie How to deliver a remote demo?
The conclusion Brene Brown came to was hiring a remote facilitator or appointing one from your team for your meetings to manage technology, field questions, and read the digital room. For your demos one of the best things to do is hire a remote facilitator from Demo Solutions to deliver your demos. Brene Brown recommends this for meetings and Demo Solutions offers it for demos.
We handle your demo, pitch, and delivery, and you handle your deal. Our staff and partners deliver demos that are DEI friendly, value first, and backed with decades of pre sales experience. A Demo facilitator can be the difference and edge you need to win deals with demos.
Interested in learning more?