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 donâ€
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 Frankensteinâ€
How Demo Solutions helps you deliver demos and presentations that close deals
We tailor our coaching to each individualâ€
Founder Ed Jaffe on Demo Training vs Demo Coaching
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