Your client doubts the product's reliability during a demo. How can you address their objections effectively?

Pour apaiser les doutes d’un client lors d’une démo, commencez par écouter attentivement ses préoccupations. Montrez de l'empathie pour établir un lien de confiance. Ensuite, renforcez votre argumentation avec des preuves solides : études de cas pertinentes, témoignages de clients satisfaits ou statistiques démontrant la fiabilité de votre produit. Proposez une période d'essai ou une garantie pour offrir une sécurité supplémentaire. Enfin, encouragez le dialogue en posant des questions ouvertes pour découvrir d'autres préoccupations. La clé réside dans la transparence, l'écoute active et la démonstration de valeur. Ainsi, vous transformerez ses doutes en conviction.

I would add a couple of more points to the steps listed here. 1. Ask probing questions to understand the concerns: This will help dig deeper into the reliability concerns. Try asking open ended questions. 2. Show, don't tell: Instead of just claiming that the product is reliable, demo it in action. Pull up relevant uptime stats, showcase redundancy features, or run a stress test right there in the demo.

Reconnaitre la préoccupation avec assurance et empathie, puis présenter des preuves concrètes (témoignages, études de cas). Souligner un bénéfice clé qui répond directement à son doute. Enfin, proposer un essai gratuit ou un suivi personnalisé pour le rassurer.

Addressing a client's doubts about the reliability of a medical device during a demo requires a combination of empathy, technical clarity, and data-driven assurance. I believe there are two major elements in a strategy to address their objections effectively: First of all, if possible, perform a live demonstration addressing their specific concerns. Offer hands-on experience so they can see the device’s performance firsthand, giving them more confidence in its reliability. Secondly, invite expert testimony. If applicable, involve a third-party expert, such as a key opinion leader (KOL), to provide an independent perspective on the device’s reliability.

First, listen. More specifically, listen carefully. Your customer wants to be heard. Listen and ask questions to see if you can get to the root cause of what’s driving their doubt. Is it past experiences with other solutions? Is there something specific they’ve heard about your product? Let them voice those concerns fully, and fight the urge to jump in with an immediate defense. I'll say that again, DON'T GET DEFENSIVE! It’s about building trust by showing you’re there to listen and solve, not just sell.

Once you’ve understood their concerns, build trust by leveraging your expertise. Break down the technical details in a way that resonates with their business needs. Be clear and direct. For example, regardless of whether it’s performance, uptime, or scalability they’re worried about, demonstrate your understanding of their situation (have you been in their shoes?) and humbly demonstrate your deep knowledge of the product and how it addresses those pain points. When you speak calmly, confidently, and precisely, it reassures them that you’ve seen this before and solved this problem for others like them.

It's story time! Stories, case studies, and proof points are incredibly powerful. I’ve always found that pairing data with real-world success examples flips the script. Show them how similar customers have achieved the outcomes they’re looking for. I like to say: Don’t just tell them what the product could do—show them what it’s already done for others. There’s no better proof than actual results. Someone once taught me a simple mantra about this: Is/Does/Means. What does is the differentiating feature of your product or service? What does it do for them? What does it mean to their business? This method, in and of itself is powerful, but when paired with a story or evidence, it becomes a game changer.

Every customer thinks they're unique. They want to know, “Will this work for me?” Customize the conversation to their specific environment and challenges. Use their language and what you learned in Discovery to make your proposed solution uniquely theirs. Walk through how the solution can be customized to fit into their existing stack, environment, or business. Highlight your product’s flexibility, and offer insight into how implementation can be optimized for their unique needs. Don't just "show up and throw up," put in the extra 5% effort to customize and you'll impress your customer and outshine your competition.