How do you handle technical glitches or interruptions in a virtual sales demo?

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Virtual sales demos are an effective way to showcase your product or service to potential customers, but they also come with some challenges. How do you handle technical glitches, interruptions, or distractions that might affect your presentation? In this article, we'll share some tips on how to prepare, deliver, and follow up on a virtual sales demo that impresses your audience and leads to more conversions.

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Chris Palermo

1 Plan ahead

Before a successful virtual sales demo, it is essential to plan ahead and anticipate any issues that may occur. You should test your equipment, software, and internet connection, making sure everything works properly and having a backup plan in the event of a failure. Additionally, confirm the date, time, and platform of the demo with your prospect, sending them a reminder email with the link and instructions on how to join. Research your prospect and customize your demo to their needs, goals, and pain points. Focus on the benefits and value of your solution rather than its features. Have a clear agenda and outline of your demo prepared with a script or notes ready; however, don't read them word for word. Be prepared to answer questions and address objections.

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Chris Palermo
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If I plan to show a demo or have a video - anything that has the potential to fail during a presentation, I ALWAYS make sure I have flat slides to jump to in case anything fails. If a demo is going wrong - I'll hop right into the slides, keep the same talk track, but just showing the screens via slides instead of a live demo. Same with a video - if something isn't playing properly, I'll hop right to flat slides with screenshots from the video that I will talk to. So my advice is have those flat slides as backup because it's super rare for flat sides to fail!

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Jeff Caldwell

Equipment Specialist @ Healthcare Customers | White Glove Attention
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The key wording in this paragraph is "Plan Ahead" and from my experience they fail to do a walk through and or fail to understand formatting of slides, and how to operate PowerPoint or other presentation software. Another disruptive element of a demo (not sure this falls under technical glitch) is when the speaker is not in control of the presentation, so the timing or flow is sporadic and disconnected.

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2 Engage your audience

The second step to a successful virtual sales demo is to engage your audience and keep them interested throughout the presentation. To do this, begin with an impactful introduction that establishes rapport. Introduce yourself, your company, and the purpose of the demo. Thank them for their time and ask what they hope to gain from the demo. Incorporate interactive elements such as polls, quizzes, or surveys to involve your audience and get their feedback. Ask open-ended questions and invite them to share their opinions and challenges. To make your demo more memorable, use visuals, stories, and examples to illustrate your points and show how your product or service works in real-life scenarios and solves prospects' problems. Additionally, use your voice, body language, and facial expressions to show enthusiasm, confidence, and professionalism. Smile, make eye contact, and vary your tone and pace.

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3 Handle glitches gracefully

Dealing with any technical glitches or interruptions during a virtual sales demo is the third step to success. To ensure a smooth presentation, stay calm and composed and apologize for the inconvenience. Explain what happened and how you plan to fix it, and if possible, have a backup plan ready. Don't let the glitch derail your demo; resume your presentation as soon as possible and focus on the key points. Acknowledge the glitch and address any questions or concerns that your audience may have, showing empathy and understanding. Reassure them that the glitch won't affect the quality or outcome of your solution.

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4 Follow up promptly

The final step to a successful virtual sales demo is to follow up with your prospect and move them closer to the next stage of the sales cycle. After the demo, you should send a thank-you email within 24 hours. This email should recap the main points and benefits of your solution, highlight any feedback or questions that were raised, and provide any additional information or resources that they requested. Additionally, ask for their feedback and opinion on the demo and address any objections or concerns they might have. Set a clear next step and timeline for the follow-up, agree on action items and responsibilities for both parties, and keep in touch until they are ready to buy.

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Loren Reale

Water Management / Citizenship and Passports in USA, Canada & United Kingdom
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In one case, the meeting organizer was actually against us. They favored a competitor. We were told there were going to be 4 people in a modest conference room. Instead it was 40 people in an auditorium from multiple sites of the prospect. Our presentation, designed for 4 people, would not work in that 40 person environment. I thought," I'm going to change the dynamic and improvise". There was a long desk, next to the podium. I hopped up to sit on the desk and said,"Let's have a chat". Then we began a two way conversation about what we would do , meanwhile affirming that our action plan would work. I had a wireless microphone and worked the room as if it were a talk show. The result was we won seventy percent of the prospect's sites.

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5 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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Todd Bradley
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As they say, Sh*% happens. All the preparation in the world, and sometimes you just can't help it - things go wrong. Here's what NOT to do. Don't call attention to it and don't apologize. This only highlights the mistake and gives it more importance than it deserves. What should you do? - Remain Calm! Act like it was totally expected - Keep Smiling - one way to stay composed is to plant a smile on your face. Remember that the very?act of smiling?actually helps put you in that mindset. So keep on smiling! - Act like you’ve just given the best presentation of your life. No matter what went down, when the presentation is over act like it was the best one ever!!

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How do you handle technical glitches or interruptions in a virtual sales demo?

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1 Plan ahead

2 Engage your audience

3 Handle glitches gracefully

4 Follow up promptly

5 Here’s what else to consider

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