When you get a prospect on a sales/demo call you need to structure it in a way so the prospect gets all their questions answered. There are tons of resources out there on sales and demo calls, but I'm going to speak about what has worked for me.
Essentially there are 6 steps to conducting a winning demo call
- Research the business, diagnose their problems
- Appreciate them meeting
- Review the top 3 features that support the pain
- Identify Top 3 Features - Show the outcome of each feature, address questions, ask if they'd use it
- Summarize
- close
Download the Rocket Demo Builder Cheat Sheet:
The key takeaways:
Demo not tour. You're not on the call to show every single feature of the app Your goal is to show them how PARTS of your SaaS/Service can solve their specific problem You show them the outcome they can achieve by using your service Keyword: Outcome
Connect to the pain.
Figure out why they are on the call. What is the pain point they need solved.
You want to anchor them to their current situation to let them know the situation is not optimal.
Peg the money shot.
Save the best for last so you can give them an "aha!" moment and transition into the close.
Most importantly, never leave the meeting without booking another meeting, or as Dan says, BAMFAM. Book a meeting from a meeting.
Following this system has helped me feel more prepared, more confident, and able to move through the demo without feeling like I'm not moving the needle.
Bonus: