Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy! Even in non-sales situations, you’re still trying to sell something like and idea, a plan, etc., where you’re ultimately trying to build consensus to move an initiative forward. The Playbook:
- Make Your Laptop the Teleprompter – Face-to-face demos, albeit rare these days, present a golden opportunity to build a stronger rapport with your audience. Maintaining strong eye contact throughout the presentation is key. When possible, set up the room so that your laptop is in the same line of sight as your audience. Turning away to look at the screen behind you every 10 seconds makes it too easy for your audience to disengage.
- Always Start With the End Result – There are a lot of product demos that are more of a “HOW-TO” presentation versus a “WHAT & WHY” conversation. Instead of always starting with the steps required to “build the watch,” start every scenario by showing how easy it is to “get the correct time” and why it’s important. Show how you got there only when necessary to adequately respond to follow-on questions.
- Have an Overriding Value Theme – Think of the overriding value theme as the ultimate business goal or reason buyers are investing products like yours, e.g., to improve the productivity and efficiency of your mobile workforce. Lay it out right up front and make sure you tie every scenario (obstacles standing in the way of that goal) back to the value theme. Use it again to summarize and emphasize WHY it’s critical to the success of the buyer in the context of their industry, e.g., retail, transportation, etc.
If you want to improve the product demo mechanics of your team, check out our product demo course and contact us about an onsite workshop that’ll help you outsell the competition, even when your products are deficient.