By John Holland, Chief Content Officer, CustomerCentric Selling®
With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was decades ago when sessions were done either at customer or vendor sites. The question I’d like you to consider:
What is the purpose of doing demos?
In my opinion, the only reasons are to prove relevant capabilities or to do proof in exchange for access to other people that would be involved in buying committees.
Please note: Prior to doing demos, buyers should have visions of the capabilities they need to achieve their desired business outcomes. If need development has not been done, the result will be dreaded “spray and pray” demos where buyers are subjected to a barrage of features that are not relevant to them.
Ultimately, demos don’t sell, salespeople do.
People asked to do demos should be provided the following information:
- Names and titles of attendees
- The desired business outcomes of the prospect company
- Barriers to achieving the outcome (shortcomings in their current environment)
- Capabilities that address barriers that must be shown to the buyers
Keep in mind demos are proof of the capabilities sellers have helped buyers realize they need.