rdschneider

Selling a high value, technically sophisticated product or service usually means showing it to the prospect before they’ll buy. This makes the demonstration an absolutely essential task, yet many businesses – both large and small – take a very haphazard approach. Naturally, these oversights often lead to unwanted outcomes and lost revenue.

I’ve been involved – as a spectator and participant – in an uncountable number of these events. Based on my years of experience, here’s a subjective list of what the most successful demos achieve:

1. They’re concise
2. They’re bulletproof
3. They’re repeatable
4. They’re adjustable
5. And most importantly, they’re part of a well-designed sales cycle

I’ll be writing about each of the recommendations in future posts, but for now it’s worth pointing out that I’m not talking about something that’s shown to just anyone (such as you might find in a recording or on a website). Instead, these suggestions refer to custom demos that are directly linked to a sales effort.

If you’d like to discuss how fine-tuned demos can help you win deals, feel free to email me.

Tagged: technical sales, technology sales

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