Make The Most of Your Sales Demo

Every salesperson has their strengths, whether your approach every pitch as a hard sell from the outset, or you warm clients up with friendly chat before you get to business.
But any good salesperson knows that as valuable as your approach, are the tools you bring. And no tool is more valuable than an outstanding sales demo.
If you or your sales team are not utilising a product or services demo in your sales pitching, you’re failing yourself. A sales demo is a chance to show prospective clients the very thing you want them to care about; Your product.

In order to ensure you have the best chance at success, let’s examine the key elements in a truly spectacular sales demo;

First things first, book a time slot for the demo and confirm your client can attend. The day before the appointment is meant to take place, call your client and double check they are still available and plan to attend.

Don’t go into your demo unprepared. Preparation is unique to you, you may want to craft an entire pitch in advance, or just keep a few notes at hand so you can refer to them as you need. But do have a plan. Know your product and if there have been any new innovations or changes to your industry, make a point to study up.

A sales demo can be like a performance, just you on show until the demo is done. Make sure you’re comfortable and refreshed. Make sure there won’t be any disturbances during your demo and that any other duties you have are covered. Get into the right headspace for selling, whatever that means for you as an individual.

Before you start your demo, chat with your client a little and get to know something about them. You don’t have to keep it business – though do keep it appropriate. If your client is not in the same location as you, ask about where they are. If you’re pitching in their home, or they have come to your office, find something to chat about for a few minutes. Show you’re more than just a sales person.

Sales demos can be long or short but there’s one thing they all have in common; your client is about to get a lot of information all at once. As such, setting an agenda will help them keep track of where each discussion is going, and will give them a chance to think up any questions or queries in advance.

You’ve studied your product, made friends with your client and told them what is about to happen. Now comes the performance. It’s key here that you are in sales mode, up-selling your product and features at all times. If you have prepared, researched your product and established the right kind of connection with your client, they will see this come through as you talk. The best way to win them over is to know exactly what you’re talking about.

Your client will have questions, so make a point to leave time to answer them. You should allow room for questions after each part of your demo, and then leave time when the whole pitch is complete.

Is your client ready to move on to the next stage? Great! Explain what happens next and make sure to confirm this with them so they know what to expect. Your client has all the information you have to offer and now they have to make their decision.
If you need to, set a date for your next meeting. If there is no next meeting, let the client know if and when you will follow up.Leave things on a good note and make sure your client knows you’re eager to start working with them soon.

Here at Eazi-Apps, these tips have served our sales team invaluably and we present them today so they can help you, too.

To find out more about how Eazi-Apps can help your business, please contact us today.