Quick Tips in Delivering Your Product Demo
It is not a surprise whenever we as sales delivery confused and overwhelmed the prospect, and they will never spoke back to us. Despite of us being friendly and energetic, we all make our own mistake.
Four years ago, hundreds of product demos that we have laser-focused in our organization. Our role is to allow us to be the presenter and pain point together, leaving and hunting and closing to the marketing executives.
It’s a role that revolves around two purposes: the first is to bring our product to life in the prospect’s world, and the second is to make it look easy. Because of this, we often say that a marketing consultant has the heart of a teacher. (Interestingly enough, many of my fellow MC’s wanted to be teachers at one point.) There is immense satisfaction in connecting with someone on a personal level and educating them about how your product can solve their problems.
Before You Tell Them, Ask Them
My manager and I were recently discussing my future as a marketing consultant. This specific piece of advice resonated with me: every SC should know their product well enough to go into a call with no prep, ask a few well-placed questions, and be able to deliver a relevant demonstration. The critical component here? Questions. There’s no better way to understand what your audience is looking for than to ask them.
When You Do Talk, Pretend You’re a News Anchor
Think of how news anchors speak: in easily digestible, repeatable sound bites. Celebrity news hosts are especially good at this, but you can watch for it on every single news program. When someone on CNN is explaining a foreign policy decision, they don’t go off on some obscure tangent. Rather, they don’t waste a single word, use plain English, and follow a very logical flow. I just gave you an excuse to watch TMZ to improve in your job—you’re welcome.
Pretending you’re a news anchor will also accomplish another important goal: keeping your demo laser-focused. Every click and every screen you show should have a purpose.
Discover the QBQ–the Question Behind the Question
I was recently on an internal certification for one of our newer marketing consultant. Our manager asked her how many filters we have in a specific feature, and she handled it perfectly. Rather than scramble to answer, she paused, smiled, and asked him to explain his use case. Sure enough, he had no interest in a number, but wanted to see a specific scenario built out. The conversation took a completely different and far more productive path because it veered away from features/functions and towards benefits and addressing pain points.
Lastly, Record Yourself
The best athletes watch their games and pick apart everything they could have done better. The best salespeople do the same. Use the camera on your computer or phone if you do any onsite presentations, or use a screen/voice capture product like Snagit if you conduct business virtually. This will help you identify your filler words and see how well you navigate your product.