What tools and technologies can you use to optimize your product demonstrations?

Script are the structure or format in which speaker communicate its message, which has some Call to action in the last. I focus on structure of script to create an impact such as: 1) Should be short and concise 2) focus on the multiple factors economic, technical and social 3) talk about current pain areas and challenges 4) emphasize on Myths around it 5) focus on the outcome in simplified manner 6) adding pictures will create great value 7) Methodology to achieve 8) What is expected from audience Add many references, proof, credentials for developing trust and making audience realize that they are not the FIRST one. Thank You

Craft a compelling script by addressing audience pain points, emphasizing your product's unique value, and incorporating relevant stories and testimonials. Tools like Google Docs aid script creation, while Rehearsal, Gong, or Chorus facilitate recording, reviewing, and refining your delivery.

Scripting in sales demo helps but should only be limited to be using it as a framework for the demo. Like where to begin, when do start the discovery and what should be the call to action at the end of the demo. The real essence for a great demo is the story line of the product and how compelling can an AE make it for the audience and how relatable that they can make during the entire demo. How much can the audience participate in the entire demo, how many questions did they ask and how well were they able to express the problem. One can use tools like Read.AI as a tool in the demos. It gives rich analytics on the rate of speech. Participation of audience and a ton of other analytics.

I prefer storytelling aspects instead of a script. In my opinion, a script is too rigid and inflexible, especially when it comes to unexpected objections and pretexts on the part of the customer. In my opinion, a clear understanding of the challenge to be solved, a visualization of the problem and solution and a good customer relationship are more important (in addition to basics such as product understanding, etc.). If these things are in place, a pitch can usually be mastered very well.

Preparation is the linchpin that transforms a salesperson from merely a vendor to a trusted advisor. It lays the foundation for confidence, equips one to tackle objections adeptly, and ensures a nuanced understanding of both product and client. The art of selling is a dynamic journey, and meticulous preparation is the compass that guides a salesperson towards sustained success.

Elevate your product demos with visuals and interactivity. Use slides, images, videos, and interactive elements like quizzes or simulations to simplify complex concepts, showcase features, and engage your audience. These tools enhance understanding and highlight the unique value of your product.

Hopefully you know more about your company’s product offering than the client, but so often we minimize our effectiveness in sharing information because we don’t recognize people learn differently. Visual learners need pictures, props, simple graphics to learn a new concept. Auditory learners learn by listening and discussing concepts. Reader/writers learn by taking notes, or reading text about the product or service. Kinesthetic learners use all their senses as they learn, so props, demonstrations they can participate in are great ways to connect with this group. The key to plan your group presentation around having something for each style of learner….as you never know who might show up!

The simplest but most impactful visual aid is... A simple interactive whiteboarding session. By letting your customer/prospect participate proactively in this session, you will get their honest opinion and "Finger-Prints" all over your solution/product/proposal... In most cases, customers like this kind of session, and it will help you to leave a great impression and position yourself as an expert. Almost every sales rep can run a "Corporate-Deck". To be able to do this interactive session, you need to be an expert and be able to adjust your direction/approach during the session to adapt to your audience.

It’s better with peripherals. So, you don’t show up and throw up. Information become clearly understood with the visual aid. Case studies and ways to back up what you’re saying. It’s called show and tell for a reason.

Visual aids are nice to have and should be used. People like things simple and like images more than texts. Ultimately, for example, a suitable graphic with correctly placed arrows is more impressive than four sentences. there are different elements that can be used. Images, diagrams, arrows and short videos are recommended here.

Personalization may be expressed in many different ways. In many cases, you have to use the language and terminology of your customers, to get thier attention and trust. By using your customer’s words and examples in your demonstration, you will be able to eliminate the “It’s not relevant to our company” argument. In many cases, the fact that you showed that you really understood your customer’s challenge it will build a relationship that will help you to sell your business even if it’s more expensive or considered as a premium.

Various contributors have shared some great thoughts. I would cover what hasn’t been discussed. Depending on size of the deal, one should consider a partnership view to demos and generally this means having a pre-read with the interested stakeholder to determine what their team would be interested in. Sometimes it illuminates specific pain points or new requirements which the team needs to address either as functions you have or how those pain points are addressed with your platform, roadmap in the future or partnerships or extensions etc. Gathering this info upfront will enable your demo team to highlight the right features and have the right script with those features to align with the customer stakeholders. Experiment and learn.

Personalization is important to keep the attention span high and to convey the message in the best possible way. This can be done in terms of content (through individual metaphors, graphics, etc.) or by choosing the right platform. Here you would already be entering the realm of NLP to some extent if you tried to understand which senses can be used to communicate and reach the interlocutor more effectively. Example: Someone who is more visual may be impressed by slides or videos, while someone who is more receptive to audio may prefer a simple whiteboard with lots of spoken text.

In sales demos, personalised expression is super important. Always focus on the problem that they are trying to solve. Understand the impact of the solution that they are seeking that is about their function and their organisation. To retain the interest and keep my audience up in the demo I always see who the audience is and gauge my historical experience on where they stand on the Tech Quotient. Often I give examples from Scifi movies followed by past case studies of my existing customers. This takes the demos to a whole new level. The Audience feels as if they are in a movie and with the help of case studies, they understand it is all real and doable. Identify Pain Powerful Expression of Solution End with a nice case study

One of the best things you can do to prep for a demo is to learn about your lead (website, LinkedIn, press releases) & tailor your demonstration to meet his needs. The goal is not only to build rapport, but to position yourself so your lead feels seen and heard. You're here to solve his individual problem - not the problem of the masses. You're living in his world for the duration of your demo.

Collecting feedback and measuring it after every training, demo, … is crucial. And what is more crucial is to act upon the feedback. Take actions for any negative review, or build on the ideas shared in the feedback. Otherwise why waste time and effort if we will not action the feedback.

Enhance your product demos by measuring and optimizing performance. Utilize tools like Hotjar to track metrics such as views, engagement, and feedback. This data helps identify strengths, weaknesses and best practices, leading to improved conversion rates and increased customer satisfaction.

With new AI tools it is so easy to monitor, track, analyse and improve on every aspect of the sales process, from outreach, conversion and follow up using Salesforce AI or Outreach.io are two of the easiest ways.

Measuring your performance is of utmost importance. If you properly align your performance metrics with your company’s goals, you are equipped with the tools to lead your organization to where you NEED to be. If you don’t measure your performance, you’re going off of intuition alone…. a strategy that only pays dividends to the ones whose odds are against them and managed to get lucky enough to continue growing.

In meetings, I always work out tentative or agreed timeline so that we can work towards an objective that is a win win situation. I use tools such as Trello to create checklist to monitor and assign tasks to stakeholders including due dates so that we can do a constant review of the progress.

Good communication in advance and a clearly communicated timeline are the key to success here. In my experience, if a timeline has been worked out together, the probability of a positive outcome is significantly higher than with an approximate decision horizon. A shared timeline also makes it much easier to follow up after the pitch, as you can refer to this timeline. Another advantage: the forecast accuracy increases, which is of immense benefit for planning within the company.

To optimize product demonstrations, effective follow-up and lead nurturing are crucial. Utilize tools like Mailchimp, ActiveCampaign, or Drip for personalized email campaigns, addressing questions and maintaining interest. Additionally, streamline appointment scheduling with tools such as Calendly, Acuity, or ScheduleOnce to enhance engagement and guide potential clients towards a purchase decision.

Communication is always crucial with your customers, whether when optimizing your product or having a one-on-one conversation with a customer. We talk about the customer more than we talk TO the customer. If you want to create an environment where a customer feels welcomed and valued, talk to the customer. If you wish to implement their feedback in the product or not, at least listen to them.

This is a crucial moment here that I found a "make-or-break a deal". So, 1. Obvious, but I never end the call w/t agreeing on the next meeting: we put a placeholder in our calendars on the spot. 2. I strongly advise my prospects to help me build an Action Plan (aka MAP) so we agree on the purchasing and onboarding steps well in advance (without being overly strict with timelines). My goal here is to build an accountability framework for both sides. 3. Instead of nagging emailing, I now like to create digital spaces for each of my customers that contains the MAP above + allows me to add relevant material, news and updates. In this way, we are not going back-and-forth email threads, but collaborate in one space. Deal saver!

Expand your insights by incorporating customer testimonials and success stories to showcase real-world impact. Highlight unique product features and ongoing support commitments. Stay updated on industry trends, regularly refining demonstrations to align with market needs. Adaptability and a customer-centric approach are key to sustained success in the competitive business landscape.

1)Memorable Moments- Share relatable stories for an impactful product demo 2)Humanize Your Approach- Introduce your team or showcase passion for a personal touch 3)Embrace Feedback- Foster collaboration by actively seeking and valuing feedback 4)Adaptability Matters- Be flexible, addressing audience questions and adjusting on the go

One of the things I tend to do is to show actual scenarios where the solution has been used before successfully by a customer. Also, be clear in the messaging in the various stages and what to expect in pre-sales, sales and post sales stages. I will also offer workshops to my customers and partners on specific areas where they may been keen to experience some hands on or deeper demo; especially if they are not keen to run a POC.

Uma das coisas que achei útil é a interação pragmática, pois pode minimizar problemas facilmente identificados, deixando tempo hábil para processos mais importantes, assim tornando ágeis as buscas.