“It’s really important that you pause in between important features on your sales demos.” – Mor Assouline in today’s Tip 671
How about you? How do you sell your features better with your voice?
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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 Mor Assouline. Mor went from quitting his first sales job out of college because he was too scared of sales to becoming a 2 time VP of Sales and a Go To Market sales operator. He’s currently the VP of Sales at Okendo.io and the host of the SaaS Talks Podcast. Here he is:
Mor Assouline: I’m going to talk about how to better present features on a demo. Now, when you’re doing sales calls, especially now since COVID most, if not everyone is doing sales presentations and demos over zoom meetings, a lot of SAAS companies even pre COVID that a lot of their demos through zoom meetings, but because you’re on the phone or because you’re on zoom meeting and you’re not face-to-face, all you have working for you is what you say and how you say it. And how you say apart is probably more important than what you’re actually saying. What I mean by this is tonality during demos and sales conversations is really, really important, right?
So my tip for you when doing demos is to pause in between important features on your sales demos. This literally means when you’re about to give a mic drop or a punchline of a feature, don’t rush through it or say it casually, emphasize the feature, add a little bit more drama into it, right? Give it a little bit of an oomph. So I’ll give you a perfect example to paint the picture here. The company that I work for now, Okendo is a customer marketing platform for direct to consumer brands. We have an integration with an email marketing provider called Klaviyo competitor to MailChimp.
Now I’m going to present to you the before and after. I’m going to present to you, how not to pitch the feature and integration with Klaviyo and our software. And then I’m going to pitch the feature integration with Klaviyo, our software after my advice. So this is the before, right? “So yes. So Okenda is a feature and integration with Klaviyo, which allows you to send out review requests, emails from Klaviyo instead of Okenda, which is really powerful.”
So you’ll notice, by the way, the way I said it was, it was clear, it was coherent, but there was no excitement. There was no enthusiasm. I said it as if it was just like a regular feature, not a big deal, like it’s standard, it’s expected. Here’s the after. “So by the way, Okendo and Klaviyo integration is really, really unique because Okendo is the only software that allows you to actually send out review requests emails from Klaviyo, instead of Okendo.” Now you see the difference. I pause more. I added a bit more drama and I emphasize certain points within that presentation. So it’s really important that you pause in between important features on your sales demos. It resonates more. Hope this helps.
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!