The One Type Of Question You Should Ask Repeatedly While Facilitating A Demo (It's Not What You're Thinking)

There’s a question that you really need to start asking, not once, not twice, but repeatedly throughout your prospect/client demos.

Ready?

As you walk your participants through your solution, start asking;

“How do you see this helping in your day-to-day?”

You can even modify the last part of the question back to a pain point or an objective that was conveyed at the beginning of the meeting.

For example;

You and I are on a demo for my new sales program.

During the needs analysis, you tell me that your boss is pretty much too busy to go to when you need direction, advice, thoughts on how to handle a challenge or opportunity.

During the demo I highlight the “help desk functionality” of my sales program and then ask you;

“How do you see this giving you the support that you really need in order to improve your results?”

This type of question has some hidden awesomeness by the way.

First, it helps you take someone’s temperature without the typical (and somewhat condescending) “Does that make sense?” Since it’s an open ended question, it will also give you more than a one word answer.

It keeps the meeting interactive and collaborative.

It lets you know instantly if participants are paying attention and comprehending the value of your solution.

If someone answers in the affirmative, you know instantly that they’ve bought that benefit. Negatively, it tells you that you need to ask more questions and explain it more fully.

With each affirmative answer, you gain ammunition for when you ultimately ask them if they’d like to move forward.

How do you see yourself applying this sales tip in your next demo?

See what I did there 🙂

How Do You Facilitate A Kick-Ass Virtual Demo/Meeting?

I wish more sales reps would ponder that question because unfortunately;

Most virtual meetings follow the same boring trajectory!

Oh, and guess what else sucks?

Too many times the sales rep fights an uphill battle, all because;

They failed to accomplish a few key things that make a world of difference in the eyes, ears, and hearts of their participants!

On Thursday, August 12th, we’re going to change the way you embrace your virtual meetings!

Specifically . . .

2 Ways To Dramatically Reduce No Shows and Reschedules
How To Put Forth Your Expertise Before, During, and After Your Meeting
The 4 Types Of Meeting Participants and How To Adapt Your Demo To IMPACT Them Individually
How To Establish A Collaborative and Open Exchange Within The First Few Minutes
2 Ways To Avoid “Death by PowerPoint”
How To Master The Art Of Intentional Language
5 Ways To Boost Engagement and Reduce Those Dreadful Crickets
How To Get Back On Point When Your Participants Go Off-Topic
10 Ways To Boost Your Credibility and Silence The Skeptics

When?

Thursday, August 12th, from 11:30 am to 12:45 pm EST.

How Much?

For the first 50 people to enroll it’s only $50, after that, $99.

Paul Castain's Blog