It's the little things in a demo that lead to a close
Be the most confident, optimistic, blunt, and curious version of yourself during all phases of the sale. Be concise, professional, and friendly during all phases of your communication
Pre-Demo
Research the company to see if it is strike zone (Use data sites like Hoovers/LinkedIn and public filings to do this efficiently)
Send an email out prior to your meeting asking qualifying questions ie - To make the best use of our time during the demo could you answer these questions for me?
Have 3 questions written down
Demo
Set clear expectations before the call
Short and sweet demos for non-KDM (don't do a 40 minute demo on something they will summarize in 3 minutes)
Specific results oriented demos to the KDM
Schedule a next event on the calendar
Add value to the role of the person you are speaking with but ask questions that their boss would be more involved with
Give them homework
Ask blunt, brief, and purposeful questions
Ask for the close
Do a live demo and not a slide deck
Have questions that get them talking as much as you
Summarize answers or ask for more details
Empower the no (play a little hard to get)
Educate and correct miss guided thoughts (be the expert)
Be curious about their business
Sale a solution not a feature
Only show features they really care about
Don't add more than 2 value props
Take control of the conversation
Post Demo
Reach out the day after your contact
Reach out the day before your next schedule event (don't ask if that time still works, let them know you can adjust it an hour if needed)
Text overviews and case studies
Send something to their office to help them remember you
Language of assumption in all post demo communication
Connect in social channels with others from their organization
Post demo email template according to their needs and allow for brief personalization
Short emails that attach details
Click on the posts below for more ways to have success in sales:
