Insights

How to Give a Winning Sales Demo That Closes

October 31, 2018
How to Give a Winning Sales Demo That Closes

Do your sales reps give product demos? Are you looking to help them give winning sales demos that close?

Well, you're in the right place.

Virtual demos are such a huge part of the way many businesses sell their products and services. And if you're not up to date on the best practices for doing this, you're leaving opportunity on the table.

How to Give a Winning Sales Demo That Closes

Preparing for Your Winning Sales Demo

While many sales reps are eager to get on the phone (or in front of a prospect) and start talking, they fail to realize that a winning sales demo starts with preparation.

Not only do you need to make sure you know your sales presentation inside and out, you also need to make sure you are in the right positive mindset before you make the call. With that said, make sure your confidence comes across in your delivery.

Anticipate objections and be ready with rebuttals. Most importantly, be ready to take notes on your interaction with your prospect in your CRM, because it’s theoretically impossible to remember everything everyone ever said to you!

Delivering Your Winning Sales Demo

Now that you’re prepared to start your presentation, you need to prepare your prospect.

No one wants to be sold to. Instead, prospects want to be cared for. They like to be spoken to, so make sure you’re speaking TO your prospect, and not speaking AT them.

Build Rapport.

As a sales person, building rapport works in your favor in many ways. A winning sales demo starts when the ice is broken and the prospect feels comfortable speaking to you.

During this time, you also want to qualify your buyer so as to ensure you are a good fit for each other. This way, you don’t waste time speaking to someone who is not a decision maker, or isn’t actually interested in what you have to offer.

While building rapport, make sure you ask questions that will help you identify your prospect’s hot spots. If they are indeed a qualified prospect, this information will help you position your product in a manner that will increase your chances of closing the deal.

Again, make sure you take notes on these hot spots in your CRM!

Check for Understanding.

Sometimes sales reps just get so excited to tell their prospect about a product or service that they forget to check for understanding.

A winning sales demo is one where your prospect does the following:

  • Becomes engaged
  • Asks questions
  • Shows that they understand the majority of what you have said to them.

When giving a sales demo, watch for these behaviors. They will help you make sure you are presenting your material in an effective manner without talking over your prospect.

Going for The Close

When giving a winning sales demo, remember your ultimate goal. To keep it simple, your ultimate goal is to convince your prospect to buy your product or service.

From personal experience, this is where those CRM notes come in most handy: they enable you to sell in a consultative manner. You'll also be able to personalize the demo and show them that they were right in coming to you for help.

How you proceed with your close will vary depending on the rapport you built with your client.

Your winning sales demo should always conclude with an attempt at closing- whether it be the final close, or convincing the prospect to set up a follow-up call or meeting.

Assume that they want and/ or need the product you are offering. By assuming the sale, you will come across as confident in your presentation, all the more increasing the chances that you’ve just completed another winning sales demo!

Do you have any other ideas on giving a winning sales demo? Let me know in the comments!

eBook: How to Sell Anything to Anyone - A Problem-Solving Guide for Sales Managers, Sales Leaders, & Salespeople

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