A great product doesn’t always mean a great demo
You have a great product. But customers don’t only buy based on the product. If they did, there would only be one vendor in your space. A great product isn’t necessarily what you need to win deals – hell, you can win deals with a product that’s “good enough.” The best way to keep deals moving through the pipeline is to have a strong demo that communicates value to your prospects and customers.
Bad demos lose deals, and lost deals means lost revenue
Just like they can win deals, your demos can kill deals at any stage of the sales process. Much of the time salespeople think they had a great demo, when in fact they dropped a Deadly Phrase or two (or ten), which kills the deal before it even got off the ground.
When salespeople don’t communicate value, deals often die a slow painful death somewhere around stage 3 because clients aren’t convinced of the value of whatever is being sold and the deal just sort of sits there.
But our demos aren’t bad
Most demos aren’t necessarily bad, they are just fine. But just fine doesn’t really move the needle for sales organizations. Think about the goal of the average demo – you’re trying to sell something and communicate value, so the customer or prospect takes action. And you’re usually competing with the status quo which, even if people don’t like, they know. So a demo that’s just fine likely isn’t going to get the prospect to take a risk with whatever it is you’re showing them. This is the main reason that fine demos lead to deals getting stuck mid-funnel – the prospect is interested, just not interested enough to move forward.
So why do bad (or just fine) demos happen?
Many organizations don’t have the skills or talent to quickly show value and advance deals. You may have people on the team who are naturally skilled presenters, or even people who have gone through some type of demo or presentation training before. Those are always great starts, but it often takes more than that to go from good to great.
Often, a demo or pitch deck is created by someone who is not in the field, and, making things worse the leave behind deck is the same deck as the demo deck. This type of retrofitting of inconsistent information leads to a presentation resembling Frankenstein’s monster. This is where having a professional demo and presentation coach can make all the difference.
How Demo Solutions helps you deliver demos and presentations that close deals
We tailor our coaching to each individual’s style, or Demo Identity, to ensure they are delivering an authentic presentation. We start our coaching by identifying your demo personality, observing it in action, and conducting a Demo Audit
Check out the latest from our blog
SDR and RVP and SC, oh my! Demystifying all of those sales job title acronyms Salespeople have all kinds of job titles – but many of those job titles don’t actually have the word “sales” in them. I think used car salesmen basically scared everyone from using the job title, but most people who reach… Read More »SDR and RVP and SC, oh my!
Learn to Deliver Blockbuster Openers for Demos and Presentations Ed’s Blockbuster Openers for Demos In 1996, the first Men in Black movie came out, and one of the things I still remember from that film is the opening credit sequence. Let’s be honest – most opening credits are painfully boring to watch, but Men in… Read More »Learn to Deliver Blockbuster Openers for Demos or Presentations
Replace your demo scripts with demo set lists I’m a huge fan of stand-up comedy, and one of my favorite comics is Patton Oswalt. The other day, I was watching his new Netflix special, I Love Everything, and I absolutely loved the stories he told (if you haven’t seen it, he spends the last 10… Read More »Replace your demo scripts with demo set lists