Delivering Sales Demos With High Conversions

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Sales demos are critical to a customer’s decision to purchase. No matter how high the purchase intent or how tedious the search process is, customers seldom make purchase decisions, especially for important and high-priced items, without getting a demo. Demos help clarify and confirm whether the product really meets one’s requirements. Hence, in any business, the concept of a demo is highly relevant.
There are two types of demos:
A well-planned, strategic sales demo can quickly convert more leads into customers. This blog will offer some key insights into the tried and tested strategies to help you plan a great sales demo.
So, let’s get started!
Nobody wants to listen to a sales demo that’s all over the place. Here are some tips for structuring your sales demo:
Record yourself whenever you’re delivering a demo; later, you can use sales enablement tools like SalesKen to analyze the improvement areas in that demo.
Here’s how SalesKen can help you deliver better demos:
Remember that a sales enablement tool can develop a data-driven approach and direct your sales team accordingly. With proper utilization of such a tool, there’ll be no room left for conjecture.
Want to ace your sales demos? Focus more on the takeaways and not the features. Your product can be feature-rich.
But what ultimately matters is that how it will benefit the prospect and make their life simpler. So, highlighting the outcomes is always a better idea. Help the prospect envision how the product will simplify their problems.
But why should the prospect believe you?
What are the changes you’ll bring in to transform their website?
Instead, try to prove your point. For instance, show them what changes you’re referring to and how the new website will be more beneficial for the prospects.
Sales reps often freak out when there are awkward silences in a demo. But silences are pretty normal. Silence doesn’t always mean that the prospect is not convinced with your software demo. It can mean that they’re processing their thoughts. It’s worth noting, however, that sales reps are often very enthusiastic about the products, and they keep talking about the product without realizing that the prospect might be feeling left out.
So, it is ideal that after every few minutes, or after sharing a section of your pitch, you encourage the prospect to share their thoughts or ask questions, especially if they’re silent. Make the demo session interactive whenever possible.
Silence is easy if you know how to deal with it.
There should be a segment in every sales demo that’s purely dedicated to Q&A. Acing this Q&A session is very important to win a sales deal. In fact, it’s not mandatory that the prospect has to ask questions every time.
You can start asking the questions too. That’s way better than turning the demo session into a lecture.
Remember, the questions you ask should be open-ended. That’s when the prospect will be able to answer freely.
Here’re some questions you can use:
Research the prospect to make your questions stand out.
There is no harm in rehearsing your sales demo again and again. If you’re a newbie, practice will help you get familiar with the process of demos. If you develop a data-driven strategy, the process of rehearsing will become much simpler for you.
How about taking help from sales enablement software?
SalesKen’s software can analyze your past demo calls in real-time. It can identify the real-time talking points with the help of advanced analytics and help your reps find smarter strategies to ace the demo calls. Hence, when a rep rehearses for the demo, they’ll be able to perfect it easily if they can consider these tips.
Treat the sales demo as your customers’ story where they are the main character and your product plays a supporting role. Suppose you’re planning a project management software demo.
Here are two possible approaches that you can adopt:
In the first scenario, the product is the main character, in the second scenario, the customer is the main character. Ideally, you need to support the basic first pitch with the second, storytelling-focused pitch.
If the prospect is showing interest in your product by the end of the sales demo, you can always book another meeting with them for pricing discussions. Sometimes prospects show interest, but they demand more knowledge on the product. That is again a positive sign. In that case, you can schedule another product demo with the same prospect.
A clear understanding of steps is crucial to the prospect closing the deal. Make sure that you clearly explain details like who will be in touch and when, whom to communicate with for further queries, if they need to take any further steps, etc.
Don’t keep the prospects on hold. Make sure that they know about all the communication touchpoints. Else, you risk losing a high-value sales deal.
A sales demo has the power to make or break any potential deal. So, make sure that sales reps are taking extra care to master them. Sales managers should guide the reps to deliver a flawless sales demo. We hope these tips to ace demos will help you out. Don’t lose hope if the first few demo sessions don’t work out. They’ll qualify eventually. Just keep trying and get better with every demo.
As mentioned earlier, SalesKen can help you close deals faster than ever before. Book a demo today!
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