As a sales professional, you know that demos are a crucial part of the sales process. They give you the opportunity to showcase your product or service and demonstrate how it can benefit your potential customer. But with limited time and attention spans, it's important to make sure your demos are simple and highly effective.
What Are the Big Three
One way to do this is by focusing on what we call "the big three":
- The client's most important needs
- How you can help solve their specific problem
- How your solution is different and valuable
By honing in on these key points, you can deliver a demo that is both impactful and efficient.
Using the Big Three
But what does this look like in practice? Let's say you're a software company that provides project management tools to businesses. When presenting to a potential client, you might start by discussing their top priority: streamlining communication and improving productivity within their team. Next, you can highlight how your product addresses this issue by providing a centralized platform for project management, task assignment, and file sharing. Finally, you can wrap up by explaining how your solution stands out from the competition – maybe it's the user-friendly interface or the advanced reporting capabilities.
By focusing on the big three, you can deliver a demo that is tailored to your audience and addresses their specific needs. And with a clear, concise approach, you'll have enough time for discovery, pricing, and setting next steps. In fact, this entire process can be done in as little as 10 minutes – that's right, 10 minutes.
Of course, every demo will be different and may require more or less time depending on the complexity of the product and the specific needs of the client. But by keeping it simple and focused, you can deliver an effective demo that will help you close more deals and grow your business.
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