Product demonstration

Product Demonstration

In a product demo, your salesperson (or another person from your company) walks the prospect through the product and shows how it works. For example, you can demonstrate your software and highlight the specific areas that your prospect will need.

If your product or service should be demonstrated, don’t leave the meeting (or online presentation) to chance. Treat the demo as you would any other sales tool. A good product demo can close the deal, but a poor product demo almost NEVER leads to a sale.

DEVELOP YOUR CONTENT

First, where are demos typically used in your sales process? List the purpose of each and when it’s given.

PURPOSE OF DEMO

STEP IN SALES PROCESS

1

2

3

Now for each demo, identify the typical participants and what they want and need from the meeting.

Demo #

AUDIENCE MEMBERS

GROUP #1 GROUP #2 GROUP #3

Who is this audience member?

Describe a typical person in this group

What is his/her goal in viewing the demo

What MUST you address to make sure this person’s goal is met?

What are the two most important things you want this audience member to take away from the demo?

Sales Literature & Tools  Product Demonstration

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Now list all of the information you want to convey and the best way to do so.

How can you convey it – images, INFORMATION TO CONVEY PRIORITY data, case studies, story, etc.?

H M

H M

H M

H M

What support materials will your team need for the demo?

MATERIAL

STATUS

Have Need

Have Need

Have Need

If you’re creating any new materials for the demo, use the appropriate section in this chapter to guide you.

In most cases, it’s better to perform the demo after the sales process has started and you’ve already overcome the other objections. Then a good demo leads to a sale. Ensure all decisionmakers are present for the demonstration.

Sales Literature & Tools  Product Demonstration

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