Obviously, you need a good online meeting tool or a video conferencing software. Whatever those steps are, talking to the person gives you the opportunity to make the plan of action to make the deal happen. Or it could be them organizing another session with the company’s tech team. This could be you sending them further information, a contract, a service agreement for review or any other information they lack. But at least, they should be able to commit to some next steps in the process. Granted, your lead might not be in a position to make the call right there, during your meeting. To close the saleįinally, the product demo is your opportunity to discuss the next steps and close the deal. Sitting with a lead one on one is your chance to present the company as being at the forefront of innovation in the industry. They choose a vendor whom they trust to understand their challenges and be working proactively to eliminate them through product development. Those people no longer sign up for a product just because it meets their needs. ![]() I see more and more SaaS customers expecting vendors to be knowledgeable about their problems. The demo session gives you an opportunity to present the product in the context of their pain points and needs, and demonstrate how well it can help overcome those. The fact that they’ve agreed to a demo suggests they are considering it as one of the potential solutions for their problem. Your lead has, most likely, done extensive research about your product already. The product demo is your opportunity to verify in person what you’ve found during the lead qualification process. Or maybe you have another way to identify product qualified leads. Perhaps the company already has a lead scoring model they use to vet free trial and freemium leads. To confirm how well you or another rep has qualified the lead.Īs part of the sales process leading up to the demo, someone – you or another sales rep – had to qualify the person as a good sales opportunity. It is not it’s first and foremost objective.Ī solid demo aims to achieve three other goals: #1. Granted, demonstrating the product is part of the process. The true purpose of a software demo is not to let an upmarket customer see the product. ![]() However, these aren’t the only objectives of such a session. A successful demo covers all aspects of the product that are relevant to the customer and address their concerns about the implementation.
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