For technical selling, the demo is a core part. Sooner or later, your customer will want to look under the hood and see how it all works. For some people, the selling stops here, and the demos start to roll.
You all know what I am talking about – the tech guy starts at the beginning of the product and starts to tell your customer all the cool things the product does. For all you software people, you know this all too well. Your tech guy finally gets to click all those buttons and show the customer how ‘cool’ the product is.
The focus always seems to be about the product – your company spent a ton of time and money on it. right? All those smart people sitting in all those cubes with their best Dilbert impressions.
So, when you get a live one, your people are dying to show the customer all the cool things those engineeers have been working on. The sad part is that your customer likely does not care much about you. What they really care about are their problems.
So, try this when you work on your presentations
– List out the 3 biggest problems you solve
– Script out your preso to solve these
– Add only enough filler to connect them into a demo
All you want is your customer to remember that you solved some common problems they have. You’re focusing on the solution now, not the product.
I always imagine the people walking out of a demo and saying, “Wow, that would really help us.”
Wouldn’t that be a good demo?
