?? STOP doing Demos ??
With over 15 years in the HR Tech, SaaS & Business applications industry across various cultures and high level projects, I've learned a crucial lesson: understanding the client's context is key.
The Illusion of Efficiency
As per my experience, standard demos often give an illusion of efficiency. Once, I conducted a demo featuring advanced analytics capabilities. However, the client was seeking user-friendly interfaces for non-technical staff ... This mismatch taught me that efficiency in demos is not about what we present, but how relevant it is to the client.
Context Matters: The Need for Customization
Every client operates in a distinct business environment. A successful demo must be tailored to these specific circumstances, aligning product capabilities with the client's unique pain points and objectives.
Building Trust: Beyond Product Features
Trust in pre-sales is built when clients feel heard and understood. This trust is jeopardized when we prioritize product features over understanding their specific context and needs.
A Shift in Strategy: Emphasizing Empathy and Understanding
We Tech Presales must evolve to become more empathetic and client/prospect-focused. This involves taking the time to understand the business context before presenting product/features solutions.
The Power of Engaging Human Conversations
shifting our focus from standardized demos to engaging, human-centered conversations allows us to better understand and address our clients' needs. By letting prospects and clients speak about their own experiences and challenges, we can tailor our solutions more effectively, building stronger relationships and driving success in pre-sales.
Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
1 年Stop Doing Standard Demos. Great tips, thanks Ali E.