“Adopt it rather than blindly adopted and you’ll find more success with implementing it.” – Pranav Hundoo in today’s Tip 385
How about you? What’s your way to run effective demos?
Join the conversation below and connect with Pranav to send you his editable template of this tip.
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from another long time listener and fan of the show, I love these! This is Pranav Hundoo. He is the Director of Growth for HR Tech Startup Hyphen in APAC. Here he is:
Pranav Hundoo: While I have been on an ear long last amazing journey here at the Daily Sales Tips podcast. I noticed there were not enough conversations around customer demos. You have learned tons about prospecting and are doing great discovery calls and managing your pipeline well, but let’s not ignore our best chances of hitting a hole in one. They’re most of our biggest opportunities for teeing yourself up for a great sales cycle, especially if you’re able to do a great job linking them to your learnings from the discovery stage. You can convince your prospects that you’ve understood their problems cruelly, their pains exactly. You can show them how exactly your product or services can solve them. You can also set yourself up for longterm success by using this opportunity to show them that you are a thought leader, an expert in this space. And once you’ve got their back, you will help them move past the current challenges they are facing and into a future where they’re being recognized as the leaders or howsoever your product or services can add that transformative value to their businesses.
I’m a big fan of templates. Creating a small set of guidelines that can be reused or repurposed to the situation such as a demo in this case. So what I’m going to do for you is share a template that has been giving me a lot of success over the years and of course a big shout out to Scott Barker at Sales Hacker for some of the content he has been sharing about cracking the demo code.
This template is a three-step, three-point easy to use and totally adaptable template to any product or service you’re selling.
Step 1: Setting three agenda items:
a. Recapping what has been spoken earlier.
b. Demoing how your product or service will achieve the transformed business date that your prospect wants.
c. The next steps. Always define your ideal takeaway even before you start showcasing anything.
Now you’ve got positive psychology working for your prospect and for you as well.
Step 2: 3 Whys, we’ll get you to your real answer. Remember, it might have been your SDR who had that earlier discovery conversation and it might have been with another person or together and the prospect to whom you are Demoing right now. So just double check if there’s any gap in your understanding. Probe deeper to ensure what you’re showcasing is 100% aligned to what they need. 3 Why’s or 3 What’s or 3 How’s, usually, do the trick. Do not hesitate to ask questions even if this is not a discovery call. The more you are uncovering the better you can adapt your demo script or your flow.
Step 3: Use at least three cases or customer success stories. It would be a name drop, a use case similarity, and industry similarity or an employee size from a similarity for that matter. They can be best used as One in the initial part where you are recapping their problem, a named drop of one of your best customers for whom you saw a similar problem. The second one can be somewhere down the middle, either as a tool to answer an objection or it’ll highlight how your USB can take them to that transform business date. And close out your demo with your most valuable story, possibly with a done of the tangible value you added to a customer’s business. If it helped your customer personally, make sure to mention that.
I’ll cross you not to make it too salesy. This can be a slippery slope somewhere way. So 3 steps, 3 things to do in each day. Having said that, you want to add a step, modify this template in any way. Hey, go ahead. It’s your process and your demo at the end of the day. Adopt it rather than blindly adopted and you’ll find more success with implementing it. Best of luck and happy demoing Daily Sales Tips listeners.
Scott Ingram: If you’ll click over to DailySales.Tips/385 you’ll find a transcript of this tip, as well as a link to Pranav’s LinkedIn profile. Connect with Pranav and let him know you heard him on the show and he’ll send you an editable template of this tip.
Then come back tomorrow for another sales tip where I’ll talk about one of my own most effective demo strategies. I’ll talk to you then.