Sales Demos are an important instrument in the sales rep’s arsenal. On this page, we’ll explain what they are, why they’re impactful, and how to do them right.
What are Sales Demos?
Sales demos are real-time showcases of a product or service. When used correctly, they help close deals with customers considering our product. In professional jargon, this means they convert Sales-Qualified Leads in the Bottom of the Funnel (BOFU) into customers.
Good sales demos combine storytelling, education, and persuasive selling to demonstrate value. Ideally, a sales demo is highly targeted to the audience’s specific needs. The better it addresses real needs and pain points, the likelier it is to help close sales.
The Impact of Effective Demos
In essence, a sales demo shows what a product can do. It also explains the tricky parts of a product, making sure the client “gets” how they work. Showing the product in real situations can help clients make a purchasing decision faster than any marketing content can.
An effective demo does more than exhibit your product's capabilities. It also shows how these capabilities can address needs, wants, and pain points the client has. They also help overcome objections customers may have, persuading them your product is a fit.
Through demonstrations, businesses can solidify trust and build credibility with prospects. They can also upsell and cross-sell new features and products to current customers.
Tools for Delivering Sales Demos
The tools you use can make or break your demo. For example, having your screen freeze up in the middle of a demonstration is unlikely to impress. Here are some effective tools used in online sales:
- Web conferencing platforms like Zoom or Microsoft Teams for video calls.
- Google Slides for slide decks and presentations.
- Video recording and hosting software like Sendspark for video messaging. Captured videos can show pre-recorded demo elements. They can also help deliver asynchronous presentations - for example, to distributed teams.
Common Demo Questions
During a sales demo you should expect to talk about the product. Here, preparation is key, and anticipating potential questions can set you ahead. Here are some commonly asked questions:
- How does this feature address [specific pain point]?
- What integrations are available?
- How does your solution compare to [competitor]?
- What kind of support and training do you provide?
- How scalable is the solution as our business grows?
Upselling and Cross-selling with Demos
Demos can help increase the value of existing clients. Here’s how.
Upselling demos: Upselling demos can be used to showcase higher-tier or premium features that add value to an existing purchase. They are especially appropriate when an upsell can directly address stated issues.
Cross-selling: Cross-selling demos introduce complementary products or services that can further optimize a customer's operations. As with upsells, cross-selling demos are best as a follow-up to issues your cross-sell can solve.
