Are you relying solely on your demo thinking that is what’s going to close the deal? Well, you better stop it as early as now because it won’t get you anywhere. See, it’s not how many demos you get to present. It’s not a numbers game in this case. It’s about quality.
When I was working in the SaaS world, what I noticed all the time was that salespeople would focus on the demo. They would expect the demo to close the deal for them. I had that same mindset as well. That’s because I sucked at selling and didn’t have the capability to help persuade my clients to make the decision. But it didn’t work!
That is not how you sell. That is not the way to sell.
Too many sales reps are crutching on the demo. Way too many of them are just waiting for the demo and hoping it would close the deal that when the person sees the software, they’re going to instantly buy it.
What to do before doing any demonstration:
Things to consider during your first call:
In the book, The Science of Selling, David talks about the science of asking powerful questions and he recommends these three levels:
Figure out their budget and their time frame.
Stop using Demo as a Crutch!
The Science of Selling by David Hoffeld
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.