15 to 35 min. – Solve the problems
Posted: Sat Jan 25, 2025 5:28 am
If the discovery went well, you already know what the problem is that needs to be solved. Now you can share your screen and show them the context of how you can help them in their daily life!
Your product demo should be flawless and cover only what is necessary. While every company will have a different way of doing demos, these are the fundamental rules:
Don't hold attention for more than 2 minutes. People have a very short attention span .
Show a value function for 2 minutes, then pause and ask questions related to what you've shown and how it relates to the prospect's problem.
Then repeat.
If you talk non-stop for more than 2 minutes, you'll miss important information and your prospect will probably stop listening.
Pausing regularly is a great way to make sure everyone is following along, answer questions as they arise, and canadian ceo email list interact with the prospect.
Tailor your sales calls to what you've learned in discovery .
80% of demos will generally be the same for every prospect, but you should use the rest of the call to highlight what you've learned during the discovery phase.
Repeat the exact words you have collected in your notes.
When you show how you're going to solve your lead's problem, make sure they've seen the value of your product by asking them before you continue:
“I think that is one of your key problems.
Do you have a clear idea of how we are going to solve it?”
As you move forward, look for the signs:
If they ask you questions, you are committed.
If they prevent you from going back to the previous point or returning to the demo, great; they want to know more.
On the other hand, if they just nod and acknowledge everything you are saying, you have probably lost the deal…
Pay attention to the clock: You need to have time to conclude and establish next steps. Timing is important.
Between 35 and 45 min. – Summary and next steps
The last 10 minutes are devoted to the generic questions that usually arise at the end.
Show them the way, but just like in the discovery phase, let them talk and try to sense the environment.
“Okay, we’re done. What do you think?”
Pause, resist the temptation to fill the gap. Let them suggest the next step and mention any objections they may have.
“How do you see this going?”
These breaks will allow your prospects to give their honest feedback on the meeting.
If you feel you have done very well, you can say later:
“When do you see yourself implementing {{productName}} ?
What is your timeline on this?”
What you want to get out of these last 10 minutes is:
A clear sign of the progress – or not – of your product.
Next steps according to BANT.
The date for the next step; it doesn't have to be a call. It could be that they introduce you to someone else within the company. But it needs concrete action.
Example of concrete actions:
Set the date for another call.
Ask to be introduced to other people you may potentially need to talk to.
Establish an implementation schedule.
Set a date when you will talk again if they need to “discuss it internally.” You need to get ahead of these situations.
After that, you've already achieved your goals and you'll be off. But you're not done yet. A quick follow-up is key!
Your product demo should be flawless and cover only what is necessary. While every company will have a different way of doing demos, these are the fundamental rules:
Don't hold attention for more than 2 minutes. People have a very short attention span .
Show a value function for 2 minutes, then pause and ask questions related to what you've shown and how it relates to the prospect's problem.
Then repeat.
If you talk non-stop for more than 2 minutes, you'll miss important information and your prospect will probably stop listening.
Pausing regularly is a great way to make sure everyone is following along, answer questions as they arise, and canadian ceo email list interact with the prospect.
Tailor your sales calls to what you've learned in discovery .
80% of demos will generally be the same for every prospect, but you should use the rest of the call to highlight what you've learned during the discovery phase.
Repeat the exact words you have collected in your notes.
When you show how you're going to solve your lead's problem, make sure they've seen the value of your product by asking them before you continue:
“I think that is one of your key problems.
Do you have a clear idea of how we are going to solve it?”
As you move forward, look for the signs:
If they ask you questions, you are committed.
If they prevent you from going back to the previous point or returning to the demo, great; they want to know more.
On the other hand, if they just nod and acknowledge everything you are saying, you have probably lost the deal…
Pay attention to the clock: You need to have time to conclude and establish next steps. Timing is important.
Between 35 and 45 min. – Summary and next steps
The last 10 minutes are devoted to the generic questions that usually arise at the end.
Show them the way, but just like in the discovery phase, let them talk and try to sense the environment.
“Okay, we’re done. What do you think?”
Pause, resist the temptation to fill the gap. Let them suggest the next step and mention any objections they may have.
“How do you see this going?”
These breaks will allow your prospects to give their honest feedback on the meeting.
If you feel you have done very well, you can say later:
“When do you see yourself implementing {{productName}} ?
What is your timeline on this?”
What you want to get out of these last 10 minutes is:
A clear sign of the progress – or not – of your product.
Next steps according to BANT.
The date for the next step; it doesn't have to be a call. It could be that they introduce you to someone else within the company. But it needs concrete action.
Example of concrete actions:
Set the date for another call.
Ask to be introduced to other people you may potentially need to talk to.
Establish an implementation schedule.
Set a date when you will talk again if they need to “discuss it internally.” You need to get ahead of these situations.
After that, you've already achieved your goals and you'll be off. But you're not done yet. A quick follow-up is key!