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How can you overcome objections during an EAI software demo?

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EAI software, or enterprise application integration software, is a powerful tool that can help businesses streamline their data flows, automate processes, and improve efficiency. However, not every potential customer will be convinced by the benefits of EAI software right away. Some may have objections or concerns that need to be addressed during a product demo. How can you overcome these objections and persuade them to buy your solution? Here are some tips to help you prepare and deliver a successful EAI software demo.

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Tom Maras

Pre Sales Leadership | Account Executive “Hunter” Focus | Cloud | DevOps | Intersection of Business and Social Apps |…
Shahab Riazi

1 Know your audience

Before you start your demo, you need to do some research on your prospects. Find out what their pain points are, what their goals are, and what their current systems and processes look like. This will help you tailor your demo to their specific needs and show them how your EAI software can solve their problems. You can also use this information to anticipate some of the common objections they might have, such as cost, compatibility, security, or complexity.

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Tom Maras

Pre Sales Leadership | Account Executive “Hunter” Focus | Cloud | DevOps | Intersection of Business and Social Apps | AI | Big Data
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When meeting with a prospect you need to do discovery before the meeting even takes place. Ask for this from your best trusted contact there or even multiple ones if they agree to that. Going into a demo speaking their language, and referencing their current systems, especially in an EAI sales cycle is very important. If they don’t allow this, then you know where you stand. Nobody who is going through a proper evaluation of software would ever not agree to a discovery call to ensure they get the best possible experience from the vendor during their meeting where they can learn the most and be able to judge the solution in a much more valuable manner. Beware…huge red flag if they say no. You are just “column fodder” to justify their decision

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2 Focus on value

During your demo, you want to highlight the value proposition of your EAI software. Don't just list the features and functions, but explain how they translate into benefits for your prospects. For example, you can show them how your EAI software can reduce errors, save time, increase productivity, or enhance customer satisfaction. You can also use stories, testimonials, or case studies to demonstrate the results and impact of your EAI software on similar businesses.

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Shahab Riazi
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Adding to Tom's point, In my experience, if the customer is not willing to invest in a discovery call beforehand, its not going to be a fair shot. Sometimes customers do test you out to see how experienced you may be in their particular silo (insurance, banking, whatever) for you to come in and be able to speak their language and with minimal coaching/advice. If that is the case, it is important to do due diligence on the company's customers and see what they are saying about doing business with that company on available public forums. Talking to companies who are already your customers in that silo can also be very helpful. At the end, you need to tie yourself with one critical solution in their landscape to be able to make headway.

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3 Handle objections calmly

Even if you do a great job of showcasing the value of your EAI software, you may still encounter some objections from your prospects. Don't panic or get defensive. Instead, listen carefully, acknowledge their concerns, and ask clarifying questions. Then, use facts, evidence, and logic to address their objections and show them why your EAI software is the best option for them. For example, if they say your EAI software is too expensive, you can show them how it can lower their total cost of ownership, increase their return on investment, or generate more revenue.

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Tom Maras

Pre Sales Leadership | Account Executive “Hunter” Focus | Cloud | DevOps | Intersection of Business and Social Apps | AI | Big Data
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People buy from people they like. Don’t EVER get confrontational with a prospect. Ever. Listen to their concerns and if they are silly then it should be easy to address, position and fix. If you take an aggressive approach and make them feel “stupid”, for lack of a better term, you will not become a trusted advisor for them. keep to the facts about ROI and value with specific product features don’t get into a pissing match based on difference of opinions they may already have a favourite vendor based on prior experience with a certain product, a personal relationship with a rep from the competition or all sorts of other situations that you may not be aware of. Keep talking value and how you address their issues and you will do just fine

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4 Involve your prospects

One of the best ways to overcome objections is to make your prospects feel involved in the demo. Don't just talk at them, but invite them to ask questions, share feedback, or try out your EAI software themselves. This will help you build rapport, trust, and engagement with your prospects. It will also help you uncover any hidden objections or needs that they might have, and address them accordingly. By involving your prospects, you can make your demo more interactive, personalized, and persuasive.

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Tom Maras

Pre Sales Leadership | Account Executive “Hunter” Focus | Cloud | DevOps | Intersection of Business and Social Apps | AI | Big Data
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Interactive sessions are gold. Have them drive a part of the demo if at all possible. Ask for input on app names etc during EAI demos. Get them involved and focused. The only way to do that is to make it personal.

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5 Follow up promptly

After your demo, you want to keep the momentum going and move your prospects closer to a purchase decision. That's why you need to follow up with them promptly and professionally. Send them a thank-you email, a summary of the key points and benefits of your EAI software, and a clear call to action. You can also ask them for feedback, referrals, or testimonials, or offer them a free trial, a discount, or a bonus. By following up, you can reinforce your value proposition, overcome any remaining objections, and close the deal.

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6 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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Tom Maras

Pre Sales Leadership | Account Executive “Hunter” Focus | Cloud | DevOps | Intersection of Business and Social Apps | AI | Big Data
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Make it real for them. Discuss a unique event in their history that you hopefully have uncovered based on annual reports, discussion with your champion if you hopefully have one, Googling their name etc and come up with a scenario in your demo that talks to that event and how your solution would have led to a better outcome. Message is: MAKE IT PERSONAL TO THEM AND YOU WILL HAVE THEIR ATTENTION 100% OF THE TIME! You may even make a new friend and a sale.

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How can you overcome objections during an EAI software demo?

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6

1 Know your audience

2 Focus on value

3 Handle objections calmly

4 Involve your prospects

5 Follow up promptly

6 Here’s what else to consider

Technical Sales

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How can you overcome objections during an EAI software demo?

1

2

3

4

5

6

1 Know your audience

2 Focus on value

3 Handle objections calmly

4 Involve your prospects

5 Follow up promptly

6 Here’s what else to consider

Technical Sales

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