Demo call - How to start it fabulously and end it prosperously?

A demo call is a great way for customers to get a firsthand experience of what your product or service has to offer. Through the demo call, usually a video call, customers get to see in action how your product or service works, understand any additional information that you may not have discussed before in an email, or a phone call, and make sure it’s worth investing in.

It also creates a connection where they get to know if the product would be suitable for their needs and if they can depend on it before taking things further. It's an inevitable part of the sales process.

As simple as it may sound, demo calls are not the easiest and often a very stressful task for the sales rep, or the person holding the demo.?

This is simply because you are "under the pressure" of convincing your potential client that your product or service can be just the right solution to their pain point.?

A lot of times a demo can go the wrong way, even if you think you are prepared for it. So, we could share some experiences, and tips on what we've learned through the demos from our sales team in this article.

How to start your sales demo fabulously?

To start a demo call in the best possible way, you must ensure that both you the seller and your customer are prepared beforehand with all the details they need. You should provide a detailed description of what will be covered during the demo and make sure there is time allocated for any questions or issues at the end.

Furthermore, have all necessary documents or information available so that you can quickly explain anything unclear for your customer’s understanding.

This is something that any sales manager or trainer will start with. But, besides being prepared and "equipped" with all the information and tools you need for the demo, you need to know what to say and what to ask your prospect at the beginning.?

We don't get a second chance for a first impression, do we?

The demo call it's about them

It's important to remember that it's all about the potential customer. During the demo call, your main goal should be to understand their needs, pain points, and objectives so that you can tailor your pitch to show them how your product or service can help them solve their problems, and not to do an extensive presentation of everything you do in your company, from the grounding year until now.?

It's essential to listen actively to their responses to your questions and objections and avoid interrupting or talking too much about your product or service without understanding their perspective first. By making the demo call all about them, you'll build trust, establish rapport, and increase the chances of closing the sale.

Avoid introducing into much detail things or features that won't be relevant for their use case, just to make the impression that you have a lot of things to offer. This will only look like you are desperately throwing the hook and waiting on them to bite on anything.?

Keep your demo focused and follow the flow of the conversation right from the start, so that you can map your steps for the closing part.

All the right questions

Try to give them the impression that you know what they are doing, and prepare to tackle their pain point immediately. Of course, this might not always be the thing you predicted, but after you present what you think their pain point might be, you should never forget to ask the client to confirm it or to give you more insides from their side to back up your predictions.?

Before the call, you can make a list of questions that will help you understand your client's needs and processes better. During the call, actively listen and ask follow-up questions if needed. It's important to clarify any doubts, identify how they could benefit, and how it addresses their needs. By asking all the right questions, you'll lead the client to make an informed decision about whether the product is the right fit for their business while also evaluating the chances of closing from your end.?

Don't forget to ask how they are doing their process at the moment if they already have an established process in place and what steps they are taking to achieve their goals. Ask about the tools they are using, related to the process, how many people are working on it, and what they have planned for the next period. This will give you an understanding of the tech-readiness of their team and the hierarchy.

And never forget to ask what they want to achieve with that process. Having a clear picture of what's expected can help you tailor your offer to what they are expecting to achieve.

Be the expert

It's crucial to know your client's expectations, however, if you get the impression that their expectations are not realistic, or that they are missing some important information or knowledge about the matter, you should advise.?

Of course, you need to be careful not to leave an impression on a know-it-all, but you need to place yourself as the expert in the field by giving them insights into your experience and what has worked for other clients or similar cases.?

By sharing this experience and knowledge with them you will make the comfortable feeling for clients that they can trust you are giving their business processes in the right hands.

If the potential client is not open to suggestions, back up a bit and give them a realistic answer of what can be expected from your solution.

Understand their questions and give the right answer

Understanding your client's questions and giving a straight answer is crucial in building a strong relationship with them. Focus highly by the time they start "throwing" their question and listen carefully and fully comprehend their inquiries so that you can provide relevant and helpful responses.

Try to understand as much as possible the point of their question, so that you give the needed information without spending their time. A decision-maker at this point has already spent valuable time trying to find a solution to a pain point by listening to you, so make sure you don't circle around the question without giving the exact answer.

If you are not sure about the right answer, it's not a sin to tell them directly that you are going to check this out for them and put it in a written message (email, or LinkedIn message, or even drop them the info per SMS or WhatsApp), instead of just trying to give any thought that won't fully answer their question.

This shows that you value their concerns and are willing to go above and beyond to address them.

The most important here is to provide a straightforward answer to build trust and credibility, which are important factors in retaining the clients' comprehension of you as a salesperson and the brand you are presenting.

In addition, by being clear and concise in your communication, you can ensure that your client fully understands the information you are providing, leading to better decision-making and increased satisfaction with your services.

How to end your sales demo prosperously?

Ending a demo successfully is crucial for making a lasting impression on your audience. Firstly, summarize the key points you have covered in your demo, emphasizing the benefits your product or service brings to the table.

Finally, never forget to plan out the next steps with them. It can either be scheduling a follow-up meeting or providing the offer and setting up a date to circle back to it.

Either way, you shouldn't just leave it at the demo, as you need to ensure that your potential customer has booked the time and "place" for making the decision about your solution, to avoid any chances of ghosting ??

Closing words

A successful demo call can easily lead them one step closer to making a purchase decision so it’s important to create clarity throughout its entirety.

Conducting a demo can be a nerve-wracking experience, but with the right approach, it can also be a prosperous one. Use clear and concise language, and focus on the benefits of your product or service.? Address any potential questions or objections carefully and give a straightforward answer.

Last but, certainly not least, don't let your client slip away by giving them too much space to make a decision without your attention. Offer additional help on the next call, or directly book a slot in their calendar to go over the offer together.

Remember, a well-executed conclusion on your demo can make all the difference in converting your prospects into loyal customers.