Last updated on 2024年6月11日

How do you transition from a product demo to a trial or a proposal?

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A product demonstration is a powerful way to showcase your solution and persuade your prospects to buy from you. But it's not enough to just impress them with your features and benefits. You also need to overcome their objections, address their pain points, and guide them to the next step in the sales process. In this article, you'll learn how to transition from a product demo to a trial or a proposal, and how to close the deal with confidence.

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1 Identify the decision maker

Before you start your product demo, you need to know who you're talking to and what their role is in the buying process. Are they the final decision maker, the influencer, the user, or the gatekeeper? Depending on their level of authority and interest, you'll need to tailor your demo and your follow-up accordingly. For example, if you're talking to the final decision maker, you'll want to focus on the value proposition and the ROI of your solution. If you're talking to the user, you'll want to show them how easy and convenient it is to use your product.

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Kyle Kohler, GSTRT

Sr. Sales Engineer, Recorded Future
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No matter who you’re working with directly, ensure that you’ve enabled them to repeat your value propositions with simplicity. Even “final decision makers” have to make business justifications up the chain, and you want confidence they have what they need to repeat your messaging as if it were coming directly from you.

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CA Nitin Mehta

Fund Management Visionary | Investment Leadership | Mutual Fund Maestro | Revolutionizing Operational Excellence | Driving and pioneer in Growth with Strategic Vision |
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1. Identify Audience Roles: Understand who you're talking to—decision maker, influencer, user, or gatekeeper. 2. Tailor the Demo: - #Decision #Maker: Focus on value proposition and ROI. - #Influencer: Highlight strategic advantages and alignment with company goals. - User: Emphasize ease of use and convenience. - #Gatekeeper: Address concerns and demonstrate compatibility with existing systems. 3. Adjust Follow-Up: Customize your follow-up based on their level of authority and interest. 4. Highlight Benefits: Ensure your demo showcases benefits relevant to the specific audience. 5. Prepare Specific Examples: Use examples and scenarios that resonate with their role. 6. Engage Effectively:

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2 Handle objections and questions

During and after your product demo, you'll likely face some objections and questions from your prospects. These are not necessarily bad signs; they indicate that your prospects are engaged and interested in your solution. However, you need to handle them effectively and professionally, without being defensive or aggressive. The best way to overcome objections is to listen actively, empathize with their concerns, and provide evidence and examples that address them. For example, if your prospect says that your product is too expensive, you can show them how much money they can save or make by using it.

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JAYANTA PRADHAN- SVP-Product Management-Crushing and Screening

Product Mentor for 20x Growth??Providing affordable NXT-GEN solutions for 5000+ mid-Owners ?? Empowering 1million+ tech professionals globally ??Creating 2500+ industry-leaders ??Ex METSO, Ex SANDVIK, Ex TEREX, Ex L&T
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Embrace objections as opportunities to deepen understanding and build trust with prospects. Listen actively, empathize with concerns, and offer tailored solutions backed by evidence. Turn objections into selling points by showcasing the value and ROI your product brings.

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3 Confirm the value and the fit

Once you've handled the objections and questions, you need to confirm that your product is the best solution for your prospect's problem. You can do this by summarizing the main benefits and features of your product, and how they align with your prospect's goals, needs, and pain points. You can also use testimonials, case studies, or social proof to reinforce your credibility and authority. The goal is to make your prospect feel confident and excited about your product, and to eliminate any doubts or hesitations they might have.

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Kayleigh Haradon (Voigt)

Helping Clients Engineer Faster, Smarter, and Leaner Supply Chains.
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It's extremely important to know what problem you're solving and if that problem is enough of a problem to warrant a change right now. I like to ask "is this initiative at the top of your priority list?" If it's not in the top 3 "fires to be put out", suggest revisiting the conversation at a later date.

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CA Nitin Mehta

Fund Management Visionary | Investment Leadership | Mutual Fund Maestro | Revolutionizing Operational Excellence | Driving and pioneer in Growth with Strategic Vision |
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1. Confirm Solution Fit: Ensure your product aligns with the prospect's needs and goals. 2. Summarize Benefits: Highlight the main benefits and features relevant to the prospect. 3. Align with #Goals: Show how your product addresses their specific pain points and objectives. 4. Use #Testimonials: Reinforce credibility with testimonials, case studies, or social proof. 5. Build Confidence: Make the prospect feel confident and excited about your product. 6. Eliminate Doubts: Address and remove any remaining doubts or hesitations.

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4 Suggest the next step

After you've confirmed the value and the fit of your product, you need to suggest the next step in the sales process. Depending on your product and your prospect, this could be a free trial, a proposal, a contract, or a meeting. You need to be clear and specific about what you want your prospect to do, and why they should do it. You also need to create a sense of urgency and scarcity, by using deadlines, incentives, or limited offers. For example, you can say something like "If you sign up for a free trial today, you'll get 10% off your first month's subscription."

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JAYANTA PRADHAN- SVP-Product Management-Crushing and Screening

Product Mentor for 20x Growth??Providing affordable NXT-GEN solutions for 5000+ mid-Owners ?? Empowering 1million+ tech professionals globally ??Creating 2500+ industry-leaders ??Ex METSO, Ex SANDVIK, Ex TEREX, Ex L&T
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Offer an exclusive, time-limited promotion tailored to your prospect's needs, such as a personalized demo showcasing how your product solves their specific pain points. Emphasize the tangible benefits they'll experience and the immediate value they stand to gain. Implement a strategic follow-up system that combines targeted email sequences, personalized video messages, and proactive outreach to nurture leads and guide them seamlessly through the sales funnel, leveraging automation where possible to streamline the process.

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5 Ask for the commitment

The final step in transitioning from a product demo to a trial or a proposal is to ask for the commitment. This is where you close the deal and move your prospect from a lead to a customer. You need to be confident and assertive, without being pushy or desperate. You also need to be prepared for any last-minute objections or hesitations, and to overcome them with your value proposition and evidence. The best way to ask for the commitment is to use a trial close, which is a question that implies agreement and invites feedback. For example, you can say something like "How does that sound?" or "Are you ready to get started?"

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Kayleigh Haradon (Voigt)

Helping Clients Engineer Faster, Smarter, and Leaner Supply Chains.
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I always have my calendar ready and prepared to suggest future dates and times for a follow up call. The call can be to review a proposal, discuss SLAs, meet the end users, or finalize timeline.

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CA Nitin Mehta

Fund Management Visionary | Investment Leadership | Mutual Fund Maestro | Revolutionizing Operational Excellence | Driving and pioneer in Growth with Strategic Vision |
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1. Ask for #Commitment: Transition from demo to trial/proposal by asking for a commitment. 2. Confident Approach: Be confident and assertive without being pushy or desperate. 3. Prepare for Objections: Anticipate and overcome last-minute objections with your value proposition and evidence. 4. Use Trial Close: Employ trial close questions to imply agreement and invite feedback. 5. Examples of Trial Close: Questions like "How does that sound?" or "Are you ready to get started?" effectively seek commitment. 6. Closing the Deal: Aim to move your prospect from a lead to a customer.

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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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How do you transition from a product demo to a trial or a proposal?

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2

3

4

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1 Identify the decision maker

2 Handle objections and questions

3 Confirm the value and the fit

4 Suggest the next step

5 Ask for the commitment

6 Here’s what else to consider

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