Most demos are long, boring and utterly forgettable.
This tip will help you you deliver shorter, more effective demos every time.
Before the Demo
Make a list of each decision maker on the prospects team; find out the top two or three things they want you to cover.
During the Demo
Open your demo by recapping each team members’ items, then verify that the list is still valid–add any new items they bring up.
This is the critical part: Don’t cover anything else. Nothing.
It’s hard, but if you can do this, I guarantee that your win rate will go up by at least 25%.
Sounds simple and it is– the key is discipline.
Why It Works
Keeping the demo focused only on the needs of the decision makers ensures that you don’t cover things that they don’t care about, or worse yet, that they have an objection to.
Good selling!