How can you use customer pain points to improve your product demonstration?

é muito importante cavar bastante para descobrir a dor real do prospect. Por ex.: "o suporte da plataforma que eles usam é ruim.", diz o prospect. A maioria dos Executivos de Vendas vai anotar isso para usar como argumento a favor da sua plataforma. Porém, o ideal é ir cavando e cavando para descobrir a dor REAL do prospect. Exemplo de perguntas para cavar mais a dor: "Mas por que você precisa do suporte da plataforma?" Com esse tipo de pergunta, você consegue cavar mais e ir descobrindo muito mais hipóteses como: - a plataforma concorrente n?o dá autonomia para o usuário configurar - a plataforma concorrente cobra para ter um suporte mais exclusivo Viu como já temos muito mais informa??es se cavamos mais e mais?

In my opinion...Customer pain points are the challenges, issues, or frustrations users experience. Understanding and addressing these is crucial for a compelling product demonstration. Start by identifying pain points through customer feedback or market research. Tailor your demo to showcase how your product directly alleviates these issues. Use relatable scenarios, emphasizing solutions to specific pain points. Address objections proactively, demonstrating how your product provides a superior experience. By aligning your demo with customer needs, you create a powerful narrative that resonates, increasing the likelihood of conversion.

Understanding how to identify pain points can define who leads a conversation. You should always be looking to establish the prospects personal role and personal pain points in the process. If you identify their individual pain points, you identify what you need to do to make them care. Stop trying to win entire organisations in one conversation and start convincing your champion first. Pain points are the key to trust and credibility, providing you can solve them effectively!

Customer pains are the secret weapon for crafting a product demonstration that truly connects with potential customers. There are lot of useful exemples to connect to customer pain points but nothing compares when you have the ability to connect people with numbers. Use data and metrics to showcase the tangible impact your product can have on their business by understanding specific issues and market oriented issues that can be expressed in numbers. Can it save them time? Reduce errors? Increase efficiency by a certain percentage? Quantifying the value proposition with real numbers adds a powerful layer of credibility to your demo.

In technology sales, customers often encounter various pain points that can influence their purchasing decisions. Understanding these pain points is crucial for sales professionals to address customer needs effectively and offer solutions that alleviate their challenges. Some common customer pain points in tech sales are - Complexity of technology Downtime Implications Cost considerations Integration challenges Security and compliance concerns Scalability and performance issues Lack of technical expertise Vendor reliability and support User adoption and training needs Vendor lock-in risks Customers sometimes are unaware of the fact that they have pain, its called Unconscious pains and we should ask the right questions to discover them.

?? Distinguish between Critical Business Issues - those that customers are willing to pay to solve - and problems that customers may complain about but will tolerate. How? 1. Dissect the problems, impacts and causes of the current state 2. Understand the desired future state For each pain point expressed, understand how overcoming itimpacts the customer at 3 levels - Organizational (C-suite): focus on financial metrics. - Departmental (Managers to VPs): highlight resource allocation and KPI alignment. - Functional (Individuals to Team Leads): time savings and operational efficiencies. This analysis yields the critical business issue(s) that your customer needs to solve and is willing to pay for.

Prioritizing customer pain points in tech sales involves understanding the impact of each pain point on the customer's business objectives, as well as considering the urgency and feasibility of addressing them. Some Pain Points are directly related to loss of business and some are "Good to have" and the only way to understand the Breadth & Depth of these issues by following some of these steps: 1. Gather Impact Information. 2. Quantify Impact. 3. Evaluate urgency. 4. Asses the Constraints 5. Consider Customer Preferences. 6. Understand the future Roadmap 7. Evaluate the Risk and Reward. By tackling the critical issues, you are helping the customer and building trust and customer satisfaction which goes a long way.

Prioritizing customer pain points involves assessing their severity, frequency, and consequences, alongside your prospects' decision criteria, expectations, and preferences. The impact vs. effort matrix is a valuable tool for this task, allowing you to categorize pain points based on the value they generate against the effort required to address them. This approach helps you focus on high-impact, low-effort pain points, making your solution more attractive and feasible for prospects. By aligning your efforts with the most critical and manageable pain points, you can efficiently allocate resources to where they'll have the most significant effect, enhancing customer satisfaction and competitive advantage.

In my Experience, addressing customer pain points effectively during a demo is more important than the demo itself. Always start with understanding the key capabilities of your product and translating them to their pains. Customize the demo to showcase how your solution is addressing the pains. Take a Real World example if needed and highlight relevant workflow or use cases that align with the customer needs. I always like to set the stage at the beginning of the demo and remind the customers the pains we are trying to address today. Focus on the partnership and benefits instead of just features. Make the demo interactive and ask questions along the way and reinforce the value and long term challenges you are addressing for.

I have found success using the tell-show-tell method. Usually, this begin with a slide listing out the pain point and a brief summary of what I am about to show. Then I demo the topic, talking to their pain, asking questions, and sharing relative customer stories. Then I end with the same slide to verify we addressed the pain and that the customer is satisfied.

Na demonstra??o, temos que ir DIRETO ao ponto. Sem enrola??o, sem falar que os valores da sua empresa s?o transparencia, ética, blábláblá. Você vai desengajar todos da reuni?o e perdê-los logo no início. Vá direto ao ponto! Você descobriu a dor do prospect? Demonstre logo nos primeiros minutos na prática como você resolve essa dor. Após demonstrar, fique em silêncio por alguns segundos, deixe todos refletirem sobre o que demonstrou. Após isso, aproveite para fazer perguntas como "Você se imagina utilizando isso no dia-a-dia?" em que eles possam imaginar cenários. Jamais perguntar "Tudo bem até aí?", "Faz sentido?". Estas s?o perguntas muito vagas em que a pessoa vai responder um "Sim" por educa??o e n?o vai exercitar a imagina??o.

To effectively address customer pain points in your product demo, tailor the presentation to your prospect's unique situation, goals, and challenges. Begin with a recap of the identified pain points and desired outcomes, setting the stage for how your solution meets these needs. Employ storytelling to weave a narrative that connects these pain points to the benefits of your solution, making it engaging and relatable. Use real-life scenarios, examples, and data that resonate with your prospect to underscore your solution's relevance and efficacy. Highlight key features and functionalities that directly address the pain points, demonstrating them in action to illustrate their impact. Throughout the demoing

Um erro comum que eu cometia no passado era em ser pouco enérgico em minhas demos. Usava o mesmo tom de voz em todas as features, sem emo??o. Uma demonstra??o tem que ser igual a um filme de a??o do Tom Cruise. Tem que ser high-energy! Principalmente no ambiente remoto, em que já é desafiador captar a aten??o de todos. Ent?o, uma coisa que eu tento sempre lembrar é de usar um bom tom de voz, energia alta sempre. Em complemento, o principal: seja autêntico! Seja você mesmo. Ninguém compra de pessoas que acham que n?o est?o sendo elas mesmos, est?o for?adas naquela situa??o, falando palavras que n?o est?o acostumadas.

Maximizing the effectiveness of your product demo involves careful preparation and a focus on relevance. Ensure you've done thorough research on your prospect to tailor the demo to their needs, showcasing only features that address their specific pain points. Avoid overwhelming them by speaking too quickly or dominating the conversation; instead, foster a two-way dialogue. Steer clear of technical jargon that might confuse non-technical prospects and refrain from making claims that can't be backed up, as this could erode trust. Conclude your demo by clearly asking for the next steps or a commitment, demonstrating your interest in moving forward with them. This structured approach not only makes your demo more impactful.

Uma das coisas que mais faz diferen?a em vendas complexas B2B como SaaS para empresas grandes é entregar muito conteúdo visual nos follow-ups. Por que isso? Nós temos sempre que nos colocarmos no lugar da pessoa da empresa que está buscando solu??es do mercado. Imagine o cenário: o analista/gerente da empresa X possui uma demanda e agenda demonstra??es com várias plataformas diferentes. Ele provavelmente vai marcar 4-5 demonstra??es de plataformas diferentes. é bem improvável que ele vá lembrar de todas as telas e funcionalidades que você demonstrou em uma demo. Além disso, em vendas para grandes corpora??es, é bem comum que ele tome a decis?o n?o em um mês, mas em três, seis meses ou até um ano. Por isso, material visual sempre!

The demo marks a pivotal point in the sales journey, not the conclusion. Ensure effective follow-up by sending a thank-you email within 24 hours, recapping key points and benefits highlighted during the demo. Include supportive materials to reinforce your message and clarify any unresolved queries or concerns. Clearly outline and agree upon the next steps and timelines with your prospect. Maintain regular communication, offering further information, assistance, or incentives as needed until the deal is sealed. This diligent follow-up not only demonstrates your commitment and professionalism but also keeps your solution top-of-mind for the prospect, enhancing the likelihood of a successful sale.

Mais do que solucionar as dores é importantíssimo fazer com que o seu cliente consiga ser o vendedor do seu projeto. Mesmo que você fa?a uma reuni?o com os tomadores de decis?o, eles ainda ter?o um período para refletir sobre antes de assinar um contrato. O melhor vendedor é sempre o cliente, fa?a o se apaixonar pela sua solu??o, se coloque no lugar dele acima de tudo.

Customers often buy products or services because they are facing dissatisfaction or problems they need to resolve. These pain points are the main reason why they would need your product. As a seller, your aim is to help them cross the bridge from being at risk of not solving their issues and help them reach their desired outcome. When discussing a pain point, it's essential to focus on the stake. You can start by imagining the negative consequences of the problem remaining unsolved. Then, position your product as the solution to that pain point. Your main goal is to show them the contract between the two, i.e., the pain point and the solution. By doing so, you can motivate them to move to the next stage by purchasing your solution.