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Last updated on 2024年6月11日

Here's how you can effectively present and demonstrate products virtually as a Sales Engineer.

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In the age of remote work, Sales Engineers must adapt to presenting and demonstrating products virtually. This shift requires a unique set of skills to ensure that potential clients remain engaged and informed throughout the sales process. By leveraging technology and refining your virtual presentation techniques, you can effectively showcase the value of your products from anywhere in the world. Remember, the core principles of sales engineering still apply: understanding customer needs, highlighting product features, and providing solutions, but now through a digital lens.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training…

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1 Prepare Thoroughly

To ensure a smooth virtual presentation, preparation is key. Familiarize yourself with the product's features and be ready to answer any technical questions that may arise. Create a structured agenda to guide the demonstration and anticipate potential challenges that could occur in a virtual setting, such as connectivity issues or software incompatibilities. Testing your equipment and rehearsing your presentation will help you deliver a polished and professional experience, making a strong impression on your prospects.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
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Ensure that you have a solid understanding of the customer's situation. Don't be generic, be specific. Ask your prospects about their pain points, not only in current tooling but also on a business level. Next, expand the pain. Make them feel the pain and don't solve it. Instead of solving it, ask for the prospect's vision of how they expect to solve the pain. Next, ask them about the value they expect when their pain points are solved. Quantify the value and expand the value. Doing this lets you know exactly what to show and which story to tell. Focus on the customer Not on the product Customers don't care about your product They care about their problems And how to solve them

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2 Engage Your Audience

Keeping your audience engaged during a virtual demo is crucial. Use interactive elements like polls or Q&A sessions to foster participation. Speak clearly and maintain eye contact by looking at the camera, not your screen. Tailor your presentation to address the specific needs and pain points of your audience, making it relevant and compelling. By actively involving your clients in the demonstration, you can create a more dynamic and memorable virtual experience.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
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Give them what they need and what they need only. This will allow more time for answering questions. A dialogue is much more engaging than a monologue. Make your audience feel they are driving the meeting. Make it about them not about you That's how you drive interaction.

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3 Utilize Tools

Leverage virtual presentation tools to enhance your product demonstration. Screen sharing allows you to give a live tour of your product's interface, while video conferencing features can help you gauge audience reactions. Consider using high-quality visuals or animations to explain complex concepts. These tools not only facilitate a clearer understanding of your product but also add a level of professionalism to your virtual sales engineering efforts.

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4 Demonstrate Value

When demonstrating your product virtually, focus on conveying its value proposition. Highlight how the product solves specific problems or improves efficiency. Use case scenarios or success stories to illustrate its real-world applications and benefits. This approach helps your audience visualize the product in their own environment, making it easier for them to see its potential impact on their operations.

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5 Handle Objections

Addressing objections is a critical part of any sales process, especially when done virtually. Listen carefully to concerns and provide thoughtful, well-reasoned responses. Use the virtual platform to your advantage by quickly accessing and presenting data or testimonials that support your rebuttals. This shows that you are not only prepared but also confident in the product you're representing.

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6 Follow Up Promptly

After the virtual demonstration, follow up with your prospects promptly. Send a personalized email thanking them for their time and include a summary of key points discussed, additional resources, or answers to any outstanding questions. This not only reinforces the information shared during the demo but also demonstrates your commitment to providing exceptional service and support throughout the sales process.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can effectively present and demonstrate products virtually as a Sales Engineer.

1

2

3

4

5

6

7

1 Prepare Thoroughly

2 Engage Your Audience

3 Utilize Tools

4 Demonstrate Value

5 Handle Objections

6 Follow Up Promptly

7 Here’s what else to consider

Sales Engineering

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Here's how you can effectively present and demonstrate products virtually as a Sales Engineer.

1

2

3

4

5

6

7

1 Prepare Thoroughly

2 Engage Your Audience

3 Utilize Tools

4 Demonstrate Value

5 Handle Objections

6 Follow Up Promptly

7 Here’s what else to consider

Sales Engineering

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