What is a sales demo? A
, or a sales demo, is when a sales rep delivers a presentation to a prospective customer to show them the features, capabilities, and value of the product or service. The purpose of a sales demo is to close a deal.
Sales demos are an important part of the sales process and can help to close deals and increase revenue. As a sales professional, it’s important to have high quality sales demos that can effectively convey the value of your product or service. A successful sales demo should engage the audience, create a positive impression of your company and product, and provide a clear and concise demonstration that highlights the key features of your product. In this blog post, we’ll discuss the various aspects of creating successful sales demos and how to ensure they are engaging and effective. We’ll also cover tips for streamlining the sales demo process, how to deal with common objections, and how to use sales demos to increase customer loyalty and trust.
Product Demos That Sell: 7 Elements of Insanely Persuasive Sales Demos
Why are sales demos important?
Below are some benefits of conducting a sales demonstration:
Promotes interest
A sales demo is an opportunity for a salesperson to introduce a product to a customer. A product’s ability to be seen, smelled, touched, and experienced by a potential customer can pique their interest and lead to a sale. For instance, it may be advantageous for a sales representative to provide a sales demo about how the massage chair functions when a prospect is shopping for one. This might entail letting the client test out the chair’s various massage settings and seating configurations.
Shows proof
Unlike a brochure or pamphlet, a demonstration demonstrates to a potential customer the quality of a product. For instance, it can be useful for a salesperson at the grocery store to provide samples of a featured food when a customer is grocery shopping for a holiday meal. This can demonstrate that the food you’re providing is delectable and simple to prepare.
Gives a sense of ownership
A sales demo might encourage a potential customer to feel a sense of ownership. The prospect gains first-hand knowledge of the product when a sales representative permits a customer to test it. For instance, a salesperson for a car might invite a client to test drive a new model. Customers may experience a sense of ownership when they get behind the wheel, which may include adjusting the seat to their preference, testing the acceleration in sport mode, or imagining how the car might fit their lifestyle.
Eliminates concern
A customer’s concerns about the product’s usability and quality are allayed when they can test it out before making a purchase. A salesperson may find it advantageous to modify the demonstration for a particular client. For instance, it’s crucial to demonstrate how the copper cookware can help someone who frequently prepares large quantities of food when a sales representative is demonstrating it to a professional chef.
What are sales demos?
Sales representatives use sales demos, which are visual demonstrations, to promote a good or service. This procedure involves highlighting a service or product’s capabilities, features, advantages, and value to encourage a potential customer to make a purchase. Professionals can perform sales demonstrations inside of a store, at a conference, at a show, or occasionally even at a customer’s home. Once finished, it’s crucial to respond to any queries a potential customer may have. You could also give them pricing information or give them discounts if they buy now rather than later.
When to present a sales demo
A client might prefer to see a virtual sales demo or experience it firsthand. It is useful to ask your customers a number of questions to ascertain where they are in the purchasing process, such as what they are specifically looking for and what their desired outcome may entail. The type of presentation you make will depend on the stage that each customer is in in the process.
Here are some specific steps in the buyer’s journey to take into account when preparing a sales demo:
How to give an effective sales demonstration
Customers can learn how a product or service can solve a problem or meet a need by watching an effective sales demo. The following six steps should be followed when giving a successful sales demonstration:
1. Identify customer buying journey
You can ask the customer questions to determine where they are in the buying process, and then you can adjust your sales demonstration based on their responses. You can do this by gathering information and asking questions to determine what you might include in your sales demonstration. You might inquire about a potential customer’s needs, level of knowledge, and intended use of the product you’re demonstrating.
2. Personalize demonstration
It can be crucial to tailor a demo to each customer because they may be at different stages of the purchasing process. This is where you can modify your presentation to fit your customer’s personality. When you have a personality similar to that of your clients, you can establish a connection and build trust. For instance, if your client is stern, you might want to present your demo in a more formal, businesslike way. This can allow your customer to take you seriously.
3. Create a connection for the client
Making a connection between the item you’re selling and the customer’s needs during your presentation can encourage them to make a purchase. Here, you can demonstrate to the customer how the product you are demonstrating will benefit them. By making a connection, you can persuade customers to buy the right product, which may be necessary to help them find a solution.
4. Provide in-depth information
You can identify a few things that especially interest your prospect and use site statistics to support your claim to show how your product can solve their problems. You can accomplish this by displaying printouts of a few case studies or white paper examples that demonstrate how the product has benefited others. Give the customer specific data about the good or service that can help them decide whether to spend their money on it.
The simplicity of a product’s functionality or its various uses are a few factors to take into account when considering what data to display. For instance, when demonstrating an air fryer, demonstrate to the client how simple each cook setting is by demonstrating the various foods that can be prepared. Several foods, like chicken or French fries, can be used in your presentation. Your case studies can relate to the food you prepare as well as the advantages of using an air fryer for healthy eating.
5. Answer questions
It’s crucial to allow time for follow-up questions after your sales demo so that your customer can address any uncertainties they may have. To the best of your ability, respond to inquiries in order to give potential customers all the information they may need. Avoid guessing if you don’t know the answer to a question, and give them the answer later.
6. Allow for testing
Your customer might request to try the product out themselves after you’ve responded to their inquiries. They can use this to decide whether they like the product and make the best purchase possible. For instance, it’s crucial for a customer looking to buy a gaming system to play a few games on each system before deciding which one to buy.
Tips for sales demos
Consider the following advice when organizing a sales demonstration:
FAQ
What makes good sales demo?
Customized to the prospect’s business process, including their data, an effective demonstration It accomplishes two main goals: The potential customer can visualize how they would use the solution. The prospect sees how the solution would solve their problems.
Do demos help sales?
A demo is a tool used by salespeople to turn B2B leads into paying clients. When meeting a potential client, begin the conversation by introducing yourself and your business.
How do I get a demo in sales?
- Ask the right questions, and save prospect’s responses. …
- Tailor the sales demo to each person. …
- Keep it simple. …
- Show people how your product works in everyday situations. …
- Treat your script like a guideline. …
- Avoid monologuing. …
- Explain what you’re doing. …
- Use real data.
What are the most important parts of a sales demo?
- Tell a story. …
- Make it a conversation, not a pitch. …
- Explain benefits not features with practical use cases. …
- Don’t assume they have no knowledge. …
- Data methodology.
