What are effective ways to demonstrate IT sales products in a live setting?

For effective demonstration of IT Products, the first step is to understand the audience. - Understand the problem statement of the audience - There are times, it is not the problem rather there are certain expectations from the new system - Understand the trigger points for the purchase - Showcase the case-studies of the peer group (it can be specific industry, segment or region) - Focus and demonstrate the use cases that can be achieved through the product We talk lot about product-market fit; but ideally it is the ideal fitment between product-consumer.

Present your product with confidence Expand and retain your customer base Drive sales and increase commissions Qualify for promotions Reliable techniques are just as important to salespeople as motivation, patience and resilience. With a targeted approach to connecting with your ideal customer, you may be able to increase sales conversations and advance more quickly through your career.

To know your audience first you need to know your IT product from each level to figure out why they want it. Imagine your IT sales demo as a delicious meal. ? Would you serve spicy Thai food to a group craving comfort pasta? Of course not! Tailor your demo to your audience's needs and technical level. ?Technical experts? Dive deeper into features and functionalities. ?Business decision-makers? Focus on ROI and problem-solving potential. ?Mixed group? Use a blend of technical details and relatable business benefits. A split screen showcasing a programmer and a businessperson, symbolizes the two types of audiences you might encounter.

A demo of your product depends on 3 basic factors :: 1. Who are you showcasing the product ? Is the person relevant enough to understand your product from their organisation ? 2. Is it relevant enough for their industry ? If yes, then do you have similar use cases to explain it to them 3. Is your product demo going to help them achieve a meaningful result or help them solve their current problems. There should be a fit between the product & the pain point resolution

Know your audience and put yourself in their shoe. Understanding your customer will give you a direction on the best solution to offer based on their needs

Always set agenda as well as expection at start of your presentations or demo. 1) what is problem or challenges you are facing in day to day operations. 2) how it effect your daily work life balance.

Don't let your demo be a wandering maze! Create a clear roadmap, outlining the key points you'll cover and their relevance to the audience. This keeps everyone engaged and focused. Example: A roadmap with checkpoints labeled "Problem," "Solution," "Benefits," and "Call to Action."

Outlining the agenda at the start of the presentation is a must. It gives a scope to set the expectations for the prospect as well as ask some probing questions to understand their current situation/challenges and accordingly set up the demo to address the same.

Set expectations for what they will see , learn and maybe feel. A well-defined agenda helps maintain focus and ensures that key points are covered. But you need to be agile and change as needed

Begin with a brief introduction to the product, highlighting its unique features and benefits. Avoid overloading with technical jargon. Interactive demos allow potential clients to engage with the product. This hands-on experience can be more effective than a simple presentation. Demonstrate how the product solves real-world problems. This helps the audience understand its practical application and value. Use high-quality visuals or simulations to explain complex features. This can be especially helpful for software demonstrations.

1. Clearly articulate how your products addresses the pain points and needs of the audience. 2. You can use case studies, testimonials, or real-world examples/stories to illustrate the positive impact of your products.

Talk in their language but tell your story how it will change their life. Basically, understand key industry problems prior to the meeting and try to map how your product can help address them. This is homework, a must. Then during the meeting, talk in the language of their industry but essentially sell your product by including its demo or highlighting key features.

Remember, "seeing is believing." Don't just talk about the product's features, let your audience interact with it. Set up live demos, share your screen, and encourage questions. In 2019, a software company revolutionized its demos by allowing potential clients to remotely control the product during the presentation. This hands-on experience led to a 30% increase in conversion rates!

The demo needs to be peppered with examples of how the product has addressed similar challenges for other customers from the same vertical. Case studies to highlight the benefits of the features have a great impact on the final outcome.

Having engagement and trying to related the product or service offering to the customers environment while doing a live presentation or demo is something that I've personally found to be of high effectiveness! Its always good to take small pauses and try to break it down by linking it the customers industry or operation as much as possible. This makes the customer feel at ease, and makes them absorb the information more realistically and effectively. Something that I've found to be effective and trying to proficient day by day!

Sharing success stories or case studies from other clients can build credibility and show the product’s effectiveness in real-world scenarios. Discuss the support and services that come with the product. Assurance of good customer service can be a decisive factor for many clients. Be aware of your competitors' products and be prepared to explain how your product differs or is superior.

Captivating your audience involves more than merely maintaining their attention and imparting information during your demonstration or presentation; it necessitates customizing your delivery to suit their individual requirements or confront their present concerns. By addressing their pressing inquiries throughout the presentation, you not only guarantee active involvement from your audience, but also demonstrate your own dedication and investment in their experience. This, in turn, fosters a sense of connection and admiration from your audience.

A Live demonstration of the offerings is the best way to keep up the customer's engagement and also helps in bringing you close to them.

Statistics are your allies, but use them wisely. Don't bombard your audience with a blizzard of numbers. Instead, cherry-pick impactful data points that directly resonate with your audience's pain points. A sales rep for a marketing automation platform could highlight a case study where a similar company increased leads by 45% using the product. This targeted use of data showcases the product's effectiveness without sacrificing engagement.

This is vital. First, Anticipate common concerns or objections your audience might have. Then prepare well-reasoned responses and solutions to address potential objections. Demonstrating that you fully understand objections builds credibility and trust.

Objections from the prospect during the Demo should be welcome. It shows the involvement of the prospect in the demo and his interest in the product. Proper responses to the objections will increase the confidence of the prospect in the product.

Post-demonstration, gather feedback to understand what worked and what didn’t. This can help in refining future demonstrations.

As you come to end of the Demo session, it is important to end the session with an Action Plan (to -do list if any for both parties) and confirm a definite time from the prospect for the next follow up. Every subsequent follow up needs to end with a next step, timeline to complete the step and timeline for the next follow up. Ultimate goal is to close the deal and timely follow ups definitely go a long way in achieving the same.

Most important part in any sales person life is follow up. the day you stop follow up the with your customer. Somebody else enter in you place, when ever he need any think he will rebember you only. Always greet and follow up customers.

Follow ups are the most important and effective way to make sure your clients know what the next steps are going to be. That can also lead to future leads

Narrate a story. This is quite underrated when it comes to IT sales, however, it works like a charm, after all, our audience is humans, where average attention span is 8.25 seconds. Ensure to provide a hook at the beginning of the conversation, it could be one of the pain points solved by the product or productivity increase etc. Identify key decision makers and try to ensure that you have their attention, specially at the points where you’d like to see their inputs. For eg, Business owner during pricing or Cost Benefit Analysis (CBA) discussion Start and end of the story should be well connected. Try to provide a summary or key take aways from your presentation.

The most important point is to know inside out of the product which one is going to demonstrate. The second most important point is to make the product demonstration interactive and ensure to get feedback from customers as well as from your own team

Don't underestimate the power of preparation. Practice your demo beforehand, anticipate potential questions, and have backup plans in case of technical glitches. A polished and confident presentation will leave a lasting impression and seal the deal.

Technology has no "word of honor" and no matter how much preparation you may have put into your demo, there is always the possibility that something fails. In those cases what always has worked well for me is: 1. Don't panic. Try to stay cool and if possible even joke about it while you fix the problem. Further more, you can even leverage the situation by highlighting how you are really doing a live demo. 2. If you see that the problem is not easily fixed move on and continue with the rest of your presentation. 3. Have "Plan B" prepared - i.e., record a video of your live demo in advance and worst case scenario you can show it and comment over it.

I also believe that showing scalability and flexibility would be important as well. If your product is scalable or offers customization options, demonstrate how it can adapt to different business sizes, growth stages, or specific requirements. Showcase the product's flexibility and ability to meet evolving needs, ensuring potential customers that it can grow with their business.