What are the most effective ways to negotiate with multiple stakeholders during a product demonstration?

2 Establish rapport and credibility

During your product demonstration, you want to build trust and rapport with your audience, as well as demonstrate your expertise and authority on your solution. You can do this by using a friendly and confident tone, addressing each stakeholder by name, asking open-ended questions, listening actively, and providing relevant examples and testimonials. You should also anticipate and address common objections or concerns that your audience may have, and show how your solution can solve them.

3 Highlight value and differentiation

One of the main objectives of your product demonstration is to show how your solution can deliver value and results to your potential customers, and how it stands out from the competition. You should focus on the benefits and outcomes that your solution can provide, rather than the features and functions. You should also highlight the unique selling points and competitive advantages that your solution has, and how they align with your audience's needs and goals.

4 Align with decision criteria

Another key objective of your product demonstration is to align your solution with the decision criteria that your potential customers have, and to overcome any barriers or risks that may prevent them from buying. You should understand what factors and metrics they use to evaluate and compare different solutions, and how they prioritize them. You should also identify and address any potential issues or challenges that may arise during the implementation or adoption of your solution, such as technical, financial, or organizational.

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?