To make buyers sit up, pay attention, and ultimately decide to buy your product, there are crucial elements of the demo you need to get right. Read on to learn six strategies for improving your demo close rate.
Customize, Customize, Customize
Good reps never give the same demo twice. After all, every prospect has different challenges, priorities, and needs, so they’ll be interested in a unique combination of product features and use cases.
Robert Falcone, VP of sales at Zoomer and author of Just F*ing Demo!, recommends using the “You-They-You” framework.
“You need to show your prospects only the specific features that they need to achieve what they want, so that you can get the result you're aiming for,” he explains. “The success of a demo depends on your prospect’s understanding the value you could add.”
Showing your audience exactly how your product will align with their strategy, solve their pain, and fit into their day-to-day is far more engaging and persuasive than giving them a laundry list of features.
