How can you ensure your product demos are engaging and informative?

Here is the biggest tip before getting into a demo: No one cares about your demo. Sorry - I know that hurts. What do they care about? Themselves! Before you even THINK about sharing your demo, you need to know everything you can about them...what they want, dont want, where they are now in business/life), where they would rather be (out of pain, towards gain), the WHY for where your solution intersects what they want. Not what you want. Not why your company told you that everyone should want your product. Not why you think your demo will close deals for you. The prospects WHY. Ask them lots of questions. Actually listen to the answers. They will tell you everything you need to know to help them buy. Then give a demo focused on them

Understanding your audience is crucial for a successful product demo. Tailoring your presentation to their needs, interests, and level of expertise can significantly increase engagement and the effectiveness of your demonstration.

Leverage tools like consensus with short videos so people can view micro demos that are relevant to them in their own time. Don’t bury the wow. Lead with the wow and hook your audience early. Don’t get lost in the detail. Know your audience show the 2 or 3 things that most interest them.

I once sold cars, what an experience. As a fully fueled car lover, it was the best job ever, but I never sold a car without a test drive! I think we need to change the demo experience, to a test drive experience. Think about it. Your product or service is a big ticket item to your customer. Well I bet your customer has never bought a car without a test drive. The test drive experience makes you love the car, makes you feel it. It throws logic and reason out the window because the experience of this car, well let's just say if you had a granny, their getting stepped over. Help your customer test drive your product, give them an experience and a story not another presentation. #ditchthedemo

Keep it about your prospects, the problems they’re trying to solve and how you’ve solved that problem for similar companies. Start with a quick review of what their problems/pain points are, then spend your time demonstrating how your product or service solves that problem. Match the level of technical proficiency on the call. If they have questions about API calls, answer them, but don’t dive into these areas to make someone feel unsure if they’re qualified to vet this product.

Absolutely … Covering two or three KEY / relevant things is far better than a massive “spiel” I’ve seen salespeople “rattle off” ever feature and specification But still didn’t sell the product

Understanding and profiling audience in step one is the guiding principle to draft a relevant and enticing agenda in step two.

Option 1: Emphasizing Structure and Clarity A well-planned agenda is my secret weapon for successful demos. Beforehand, I map out the key points I want to cover, prioritizing features that directly address my audience's needs. This structure keeps me on track and ensures a clear, concise presentation that doesn't overwhelm the prospect. Option 2: Focusing on Value I've learned that a good agenda isn't just about features, it's about highlighting value. I plan my demos to focus on how our product solves specific problems for the audience or improves their workflows. This keeps things engaging and helps them see the bigger picture beyond the technical details.

When I was in SaaS sales, learning to focus on the key pain points of my clients (1-3) and the specific features that help them solve those pains were the most important things to do on the actual demo. The good use of research prior to the meeting and questions in the discovery to discover those pain points is incredibly important as well.

If possible, I like to involve the prospective client in the demonstration. Plan specific actions you want them to take in the demo. Get as many of their 5 senses involved as possible. Then, build an emotional connection to their pain and create a bridge to the solution your product provides.

In my experience in sales, one of the keys to a successful demo is research, research and more research. Attempt to understand your client, their own/their teams’ goals as well as their wider business strategy better than them. Trailer your pitch to address all of those needs after confirming your assumptions at the beginning of the meeting. Most importantly, your goal should be to make the person you are attempting to sell to a look like a superstar to their superiors/teams/colleagues through your product or service. This mindset allowed me to hit unprecedented highs throughout my career.

This is one of my biggest pet peeves having trained thousands of reps. Engaging a buyer on a demo means that you must understand the common “hot buttons” or “pains” of your buyer that your product solves. Then as you’re doing your demo you validate the pain by saying “have you or your team ever dealt with…” once you get confirmation then you say “well no longer is that the case…” Then you show them how you solve that problem via the demo AND you best tell a story about a client that you solved that same problem and the BENEFITS they received. So confirm the pain, show how you can take it away, reinforce with a peer level story! That’s exactly what we do each and every time we demo https://FlyMSG.io

Personalise. Use humour. Use the recent trends like movie references that are local to their market / industry trends / even sports. When on a presentation or a demo - they don't know much about what we as sales folks are talking about. The only points of familiarity here would be something they might have watched or heard. That gets their focus back in to what you are saying, and also makes them feel less alien to the concepts you are mentioning.

Engaging prospects is key! I've learned it's less about me talking and more about getting them involved. I ask questions throughout the demo, encourage feedback, and address their concerns on the spot. This transforms it from a presentation into a conversation, which is always more memorable. A picture is worth a thousand words, especially in a demo. I make sure to use visuals, diagrams, or even short videos to illustrate complex concepts or show how the product works in real-world scenarios. This keeps it dynamic and helps with understanding.

O bom vendedor sabe como chegar até seus clientes. Ser inconveniente mudar o rumo da conversa pode muitas vezes acabar com o fechamento da venda. N?o se emocione !

A demonstration is incomplete without providing the value. And the value is not just about what your product can do. It is about what your product can do FOR THEM. After a good discovery, you will head into solving the problems they mentioned are crucial to them.

A great way to demonstrate value is when you can 'speak in their language'. A feature/functionality when explained in context of their business, and consequently the benefit it delivers, resonates much more with a prospect then following usual demo script. No surprises that the best sales or pre-sales folks you'd come across are the one who can engage their prospects in the language the prospects understand. This is as simple as the difference between saying "this feature will help with your regulatory requirements" v/s "your compliance department is required to file ABC report with the regulators, this feature we're going to demonstrate addresses that specific point". When in Rome, Do as Romans Do.

In my opinion this is the most important aspect of any product demo. You need to establish clearly that this is not a 'Vanity Project' but a product which is clearly thought of in terms of viability and usability, keeping all the following in mind : - Company Vision - Target Audience - Competition - Long term play A dollar value attached or a mini business case in the demo is a good idea as well.

Retorno, esta é a palavra chave quando se trata de uma demonstra??o de produto. Se o cliente n?o conseguir entender que o que vai investir será inferior ao retorno que irá obter, ent?o ele n?o vai comprar. Em primeiro o vendedor deve conhecer as características do seu produto. Em segundo lugar, deve conhecer a realidade do seu cliente e do mercado. Em terceiro deve conseguir adequar os benefícios do produto às necessidades do cliente. E por último, quando necessário, mostrar as vantagens da solu??o face aos seus concorrentes.

It is very important to do a detailed discovery with your customer. You need to really understand what pain points they want to address , what problem they are looking to solve and eventually whether using your solution provides a differentiator to make it really “ work for them”. Demo of the instrument or solution after a detailed discovery should also provide hands on experience of how they will be able to use it specifically for their desired application or approach. If the value proposition is clearly communicated a demo effectively provides “working proof “ .!

The success of a demo, presentation, or sales pitch is measured by how interactive it is throughout. An interactive session is not complete if there are no objections, doubts, or further clarification. Being friendly and welcoming is crucial when handling objections. I've observed that many sales professionals become impatient when dealing with objections because they take it personally. When all the answers are not available, there is a technique referred to as managing the situation. Salespeople are known for their ability to swim against the current, which means we must be prepared to turn objections into successful deals by using our perseverance and negotiation skills.

Navigating objections in product demos transcends mere rebuttal; it embodies the art of transforming skepticism into consensus. Embrace the 'feel-felt-found' approach: "I understand how you feel. Others felt the same. They found our solution indispensable." This method transforms objections into shared journeys of discovery, aligning product capabilities with the prospect's needs. Thus, handling objections is not about defense but about co-creation of a future where the product becomes an integral part of the prospect's success story. It demonstrates a deep understanding of the prospect's challenges but also positions your solution as the key to unlocking their potential, fostering a partnership grounded in trust and mutual benefit.

Don't lie. If you don't have the answers, tell them. Do not, under any circumstances, brush off the objections as irrelevant or not "a deal breaker". This is likely the most honest feedback you'll get. Make sure you understand the objection and report it if it's something that keeps popping up.

Objections are useful because they tell what is important for the customer. There are many tactics - CAR - APAC - ACHE They are all practical. What matters is your attitude. Avoid turning objection handling into dispute and conflict.

Confidence! Be super-confident in what your product does, and also super-confident in what your product does not do! Admit your strong points and don't be afraid to be called out on the weak points..that will your client understand the type of product they're dealing with. If you're in it for the long-run..you want them to keep using your product..so they should know beforehand what are they investing in.

I like to use the 1 - 7 - 30 approach. Follow up the next day to clarify any questions they may have. Touch base in a week to see if there is anything you can do to help with the decision-making process. Toward the end of the month, assuming the sale, ask for referrals.

A good thing to do for improving is to get feedback from your clients if they enjoyed the demo and what would like to improve. It is important to follow up with the client after the demo. Share with clients some useful things to let them make the right decision. Plus, set up a clear action plan and timeline for the next steps.

Following up is a great way to selling anything. While your demos may be good, some people procrastinate and if there’s no follow up set in place, there’s no way for sales to occur. On the other hand, asking for referrals is crucial. Sometimes if you do not tell people what to do, they won’t do it. So, if you want referrals, professionally market it to them.

I totally agree with you but in addition, the proper way to follow up is to first appreciate them for granting you audience, then you can now ask for their feedback.

The more personal the response the better. A follow up/ follow through is a must, if you didn't close the first try. The more you understand the person and the product the smoother things go. When you contact them again try not to make it a copy and paste. Instead take time to care and they will do the same.

Do not lead with asking for 10-15 minutes to hop on a call to conduct a demo. Everyone has pattern recognition and when you see that it in an email from someone you don’t know you automatically delete it.

I believe it can be achieved by A\B testing. I mean that you can create two variations of the demo and by buying rate decide which variation is better. Also, asking for feedback could be a useful approach to ensure your product demo is engaging and informative.

Continuously gather feedback from prospects to refine your approach and improve future demos. Analyze the effectiveness of your demos by tracking metrics such as conversion rates, engagement levels, and customer feedback. Use this data to identify areas for improvement and iterate on your demo strategy accordingly. Furthermore, stay updated on industry trends and competitor offerings to ensure that your product remains competitive and relevant in the market. Lastly, cultivate long-term relationships with prospects by providing ongoing value through educational content, personalized communication, and exceptional customer service. This will enhance the effectiveness of your product demos and maximize your sales success.

To ensure product demos are engaging and informative for customers, consider the following key points. Focus on Benefits: Highlight how your product solves specific problems or addresses pain points for the customer rather than just listing features. Keep it Interactive: We usually prefer to have a hands on Guided workshop with customers which helps us. Tell a Story: Frame the demo within a narrative that resonates with the customer's journey, illustrating how your product can be a solution to their challenges. Provide use cases and customer success stories: Use case studies or testimonials to demonstrate how your product has successfully helped other customers achieve their goals.

1. Understand your audience: Customize your demo to match the interests and needs of your audience. Show them how your product directly addresses their challenges. 2. Be concise: Focus on showcasing the most crucial features and benefits of your product. Avoid overwhelming your audience with too much information at once. 3. Visual aids: Incorporate slides, videos, or interactive demos to make your presentation more engaging and easier to follow. 4. Tell a story: Frame your demo around a compelling narrative that illustrates how your product solves a problem or enhances the user experience. 5. Encourage participation: Invite questions and feedback throughout the demo to keep the audience engaged and address any concerns they may have.