If you're feeling frustrated because your demos aren't connecting with
prospects and leading to con, then you are not alone! Many sales
professionals in the SaaS industry struggle with presenting engaging and
value-adding demos that truly resonate with their audience. Instead of the
desired result, prospects may feel disinterested, unimpressed, or confused,
causing them to hesitate or even walk away. It's time to find a better
approach and create demos that leave a lasting impact.
In this episode, you will be able to:
- Unearth how to make your SaaS sales talk with value-adding demos.
- See the need for altering your presentation from persuading to helping
your clients see the benefits.
- Get insights into the impact of setting the scene before unveiling a
- Master the art of asking the right questions to put your potential
client's needs under the spotlight.
- Grasp the need to center your demos around the emotional experience
to spur excitement and create value.
The key moments in this episode are:
00:00:06 -
Introduction,
00:02:03 -
Purpose of Demos,
00:05:31 -
What People Do Wrong,
00:08:36 -
How to Execute a Great Demo,
00:11:26 -
The Impact of Demonstrating Value,
00:11:49 -
The Importance of Helping Buyers Process the Demo,
00:12:50 -
The Educate, Demonstrate, Connect the Dots, Buy It Framework,
00:13:58 -
Types of Questions to Keep the Demo Engaging,
00:16:30 -
Make Them Hold It Questions,
00:20:06 -
Value-Oriented Anchors and Closing the Demo,
00:23:03 -
The Importance of Want,
00:24:04 -
Helping Customers Get What They Want,
00:25:51 -
Confusing Like and ROI with Want,
00:26:25 -
Navigating Off-Topic Questions,
00:30:19 -
The Power of Emotional Experience,
00:34:42 -
Bringing About Change,
00:35:22 -
The Importance of Practice,
00:35:54 -
Learning More About The Practice Lab,
00:37:16 -
Key Takeaways,