Effective Ways to Close a Deal through a Sales Demo
Getting to the point where a prospect is actually willing to listen to you while you do a demo is no easy feat. But before you do the demo, do you ever stop to check whether your product is really what your prospect needs?
It is always a good idea to first identify the pain points that your prospect is hoping to solve. From there, you can determine whether your product is what they really need. It wouldn’t be fair to your prospect if you push something that they don’t really need.
Once you have determined that your product is indeed what they need, it is your duty to make your prospect believe that it is the one solution that can solve their problems. Avoid presenting options that are irrelevant to your prospect. Talking for too long and bombarding them with product information that they do not really need will bore your prospect and you risk losing their business.
So what exactly should you do then? To make things easier for you, we came up with a list of things that you need to do before, during, and after a sales demo so you can close that deal.
Research a Prospect Before a Sales Call
This step is an absolute must. Never go into your demo or sales call without knowing anything about your prospect.
Visit their company’s website. Make note of their mission and vision as a company. You can make more deals and build better relationships with your prospects just by taking a few minutes to do your research.
Are you talking to an influencer, a decision-maker? Dive into the structure of their organization, their industry, and recent news. It is always a good idea to go into a meeting as prepared as possible. When you have a deeper understanding of your prospect, you’ll be able to give them a better first experience, thus it is more likely that you will be able to convert your prospect into a paying customer.
Sales Demo Like a Boss
If your product is great and you know how to showcase it smartly, then nobody can stop you from cracking the deal. As soon as the prospect agrees to see the product demo, it is absolutely necessary to confirm the same by sending a calendar invite, message, or email to block the time in order to avoid delays or confusions.
When you are meeting with a group of people from your dream client’s company, you want to acknowledge them and learn a little bit about how you might best serve them. Be specific and to the point when showcasing your product. Everyone’s time is precious, so avoid beating around the bush. Provide them with suitable reasons for the features you are showcasing, and be mindful about whatever you say.
Start by asking for all the attendees’ names, titles, and how long they’ve worked for their company. You should make sure that you are engaging your prospect with visuals and hands-on opportunities to interact with the product. Make sure to allot some time to address their questions and concerns during the demo.
Move the Prospect to the Next Stage
What would you like your prospect to do next? Are they ready to buy? Do they need a trial? Your objective would be to move them to the next stage or two down your sales funnel.
If you were able to wow your prospect during the demo, then it is likely that you have already secured a follow-up call before the demo ended. Before ending the call, be sure to also mention that you will send them an email with a recap of your discussion.
This is where a timely and excellently structured follow-up email comes in. At the end of the recap portion of your email, include a meeting invite to lock in the next meeting or phone call. Make sure to highlight how your offering can help them. Avoid any mention of how great your product is. Your demo should’ve taken care of that.
Even after you have wowed them during the demo, your prospect will likely still have a few things they need cleared up before committing to a purchase.
Close the Deal
This is it. This is where the decision happens.
In sales terms, closing a deal is generally defined as the moment when a prospect decides to make the purchase.
If it gets to the point that it becomes a price-based purchase, do not offer discounts right away. You want it to be a value-based purchase. Salespeople who use this closing technique reiterate the items the prospect is hopefully purchasing to get them to sign.
Many times, it is not possible to close a deal in a single meeting. You need to get in touch with your prospects from time to time or else they may end up getting stuck in your sales funnel. Closing should be a win for both sides.