The best sales teams are prepared to asks pointed questions, validate hypothesis early of the demonstration. It starts with having a compelling AGENDA slide that speaks to what's in it for YOU the customer. I wrote up on those lines:
Then, my team will spend most of their time showing the specific functionality in our suite we designed to help our clients execute the transactions with minimal manual steps and more automated checks and balances. If you like what you see, we can set up a much more in depth discussion for our professional services teams to with your potential end users. Is there anything else you want to make sure we cover today?
No amount of product information will overcome not knowing what the audience cares about. This Consists of asking questions that get critical pieces of information:
● Present: Where could we improve the current process if we had just one area to look at?
● Future: How will you judge the effectiveness of a new solution? What are the KPIs, outcomes your are looking to drive to?
● Preferences: Is there a solution that was recently implemented that you’d want us to use as a role model, guiding force? Are you typically more of a DIY shop or do you prefer to lean on partners for these types of projects?
Fast Forward, discuss the outcomes
and the benefits others have seen from such a solution
let’s start the demo here, with reviewing your current system. It’s very well designed, but has several manual operations that are long, complicated and error prone, is that accurate? Ok great. Now, let’s take a look at how the system could look if you had our platform in your hands. You’ll notice the reduced steps, streamlined workflow approvals, the flexible dashboards, the KPIs that help you take proactive action on, and what’s special is that, as you mentioned you wanted, each of these pieces of content can be manipulated without bothering your IT team, which, as you mentioned, could result in reduced execution times, happier artists, promoters, agents all with with decreased internal IT costs. Before we hop more into the platform itself, tell me how this aligns with what you envisioned.
Consider the following as parting gifts:
Open-ended questions that get the audience talking:
What you just saw is how you could use our point-and-click interface to simplify the security audit. How much time would this process save versus the one you guys have in place today?
Point questions to maximize effect:
What you just saw is how you could use our point-and-click interface to carve out those specific site locations to push content into. From speaking with your colleague, it seems that you guys do not have this ability today, is that accurate? And your team feels it is costing you time and money?
Minimize point and click: if you can't then make it a point to tell the folks what you are about to do and then after you show a feature make it a point to summarize the value, talk a story right there.