登录查看更多内容

How do you use humor and emotion to connect with your customer during a product demonstration?

由人工智能和领英社区提供技术支持

How do you use humor and emotion to connect with your customer during a product demonstration? This is a question that many salespeople face, especially when they want to stand out from the competition and create a memorable impression. In this article, you will learn some tips and techniques on how to inject some humor and emotion into your product demonstration, without being inappropriate or over-the-top. You will also discover how humor and emotion can help you build rapport, overcome objections, and increase your chances of closing the deal.

本文章的要点总结

Address pain points:

During product demos, zero in on the customer's specific challenges. Tailor your demonstration to show how your product provides solutions, making an emotional connection that resonates with their needs.
Genuine self-expression:

Keep humor authentic and avoid self-deprecation. Being genuine helps establish trust and shows confidence in your product, making for a more persuasive demonstration.

本摘要由 AI 和以下专家提供支持

1 Why humor and emotion matter

Humor and emotion are powerful tools that can help you connect with your customer on a deeper level. They can make your product demonstration more engaging, entertaining, and persuasive. They can also show your personality, confidence, and enthusiasm for your product. Humor and emotion can help you break the ice, reduce tension, and create a positive atmosphere. They can also help you address your customer's pain points, needs, and desires, and show how your product can solve them.

添加您的观点

Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
举报内容
Be yourself. Humour only works for some people. Don't force yourself to be funny. Don't make fun of yourself or your company. No need to make yourself smaller than you are. If you are a joke, so is your software. Don’t laugh about your own jokes.

已翻译

赞

2 How to use humor in your product demonstration

Using humor in a product demonstration can be tricky, as you don't want to offend, distract, or confuse your customer. It's important to be aware of your audience, timing, and purpose when using humor. Know your audience and tailor your humor to their industry, culture, and preferences. Avoid jokes that are too technical, political, or controversial. Know your timing and use humor sparingly and strategically. Don't start or end your product demonstration with a joke. Use humor to transition between topics, highlight benefits, or overcome objections. Finally, know your purpose and use humor to enhance, not detract from, your message. Don't use humor to hide or avoid important information or mock or belittle your customer or competitors. Use humor to build rapport with your customer.

添加您的观点

Chris Uff

Empowering Sales Professionals with Top Tier Demo Skills
举报内容
When people are smiling or laughing, they are engaged. It is as simple as that. however, it is important to find the right balance since you are there not to be a clown but to get your product sold. Appropriate humour can be something of a minefield, so the best plan is to play it safe. Make yourself the butt of any jokes. Self-depreciating humour not only stops you offending other people, but it shows a level of openness and even vulnerability that can make you appear trustworthy and help to establish rapport.

已翻译

赞

3 How to use emotion in your product demonstration

Emotion can be a powerful tool in influencing your customer's decision-making process. It has the potential to appeal to their logic, emotions, and values, while also helping you differentiate your product from others and creating a lasting impression. To use emotion in your product demonstration, you can tell stories that illustrate features, benefits, and outcomes. Additionally, sensory language can help create vivid images in your customer's mind and convey value, quality, and uniqueness. Finally, show passion by using expressive gestures, facial expressions, voice tones, positive language and words that express emotion such as love or joy. All of these approaches can help inspire and motivate your customer to take action.

添加您的观点

Jamie Signorile

Sr. Director, Solutions Engineering at Addepar
举报内容
An easy way to leverage emotion in a product demonstration is to identify and address your prospect's pain points. Ask questions and acknowledge the current challenges or negative emotions the prospect has around a particular workflow. This could be something that is super tedious or inefficient. Use this information to build a tailored demonstration of a key feature and the value it brings by alleviating these pain points. This connection is key to showcasing the product's value in a proposal to various stakeholders.

已翻译

赞
Chris Uff

Empowering Sales Professionals with Top Tier Demo Skills
举报内容
Emotions are vitally important to how human beings process information. Emotions tell us when something is important. Think about it, have you ever received a piece of information that didn't make you feel something (happy, sad, surprised, curious, nervous, satisfied etc) and that information was important or notable? I would be willing to wager you cannot think of an example. Evoking emotions is how we get people to register that the information is important and they need to do something with it.

已翻译

赞

4 How to balance humor and emotion in your product demonstration

Humor and emotion don't have to be mutually exclusive. They can actually complement each other to create a more effective product demonstration - but you need to balance them carefully. To do this, observe and listen to your customer's verbal and non-verbal cues, then adjust your humor and emotion accordingly. If your customer is serious or formal, use humor and emotion sparingly; if they're casual or friendly, use them more freely. Additionally, vary your tone throughout the demonstration - use humor to lighten up serious topics, emotion to emphasize compelling points, and a neutral tone for factual or technical information. Lastly, monitor your customer's reactions and adjust accordingly - look for signs of engagement, interest, or agreement; signs of disengagement, boredom, or disagreement. If you're unsure or unclear, don't hesitate to ask for feedback.

添加您的观点

Leslie H.
举报内容
Whenever I was doing a product demonstration it helps to engage the participants with a bit of levity to keep the responsiveness active and engaged.

已翻译

赞

5 How to practice and improve your humor and emotion skills

Humor and emotion are skills that you can practice and improve over time. To do so, observe and analyze how other salespeople use humor and emotion in their product demonstrations. Notice what works and what doesn't work. Experiment with different types of humor and emotion in your product demonstration, and track the results. Additionally, seek feedback and advice from your peers, managers, mentors, or coaches. Listen to their feedback and advice with an open mind and a positive attitude to further hone your skills.

添加您的观点

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?

添加您的观点

Chris Uff

Empowering Sales Professionals with Top Tier Demo Skills
举报内容
Use stories. When we pass on just information, only two parts of the brain are active (Broca's area - for speech production, and Wernicke's area - for speech comprehension). However, when we listen to a story our brains light up like a Christmas tree! Stories can also trigger the release of dopamine, cortisol, oxytocin etc. Humans are hard wired to listen to and absorb information in the form of stories. Watch any great speaker, watch TED talks, they will always use stories....

已翻译

赞

Product Demonstration

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How do you use humor and emotion to connect with your customer during a product demonstration?

1

2

3

4

5

6

1 Why humor and emotion matter

2 How to use humor in your product demonstration

3 How to use emotion in your product demonstration

4 How to balance humor and emotion in your product demonstration

5 How to practice and improve your humor and emotion skills

6 Here’s what else to consider

Product Demonstration

给文章评分

感谢您的反馈

更多Product Demonstration相关文章

更多相关阅读内容