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 a variation of this question;
“How do you see this helping to ______?”
Fill in the blank with 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.
You share with me that your boss is never available when you need direction, advice, etc., so[
During the demo I highlight the “help desk functionality” of my sales program and then ask you;
“How do you see this program supporting you so you can achieve greater levels of success?”
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. If they answer negatively, it tells you that you need to ask more questions and explain the solution 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 🙂
Download this How To ROCK Your Virtual Demos and Meetings resource to learn how!
Here’s what you’ll gain by downloading it;
- 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?
Download it now and go at your own pace
How Much?
$99.
