@erikfisherofficial: Software and tech sales reps, you’re costing yourself hundreds of thousands in sales by the way you run demos. Demos are not a feature dump session to show all the bells and whistles. In fact, companies typically only use 20% of a software’s features. The same is true of services or other tech products. The 20% they do use? It’s what’s solves their problems. Here the framework to nail your next demo: 1) Ask: “What are the 1-3 most impactful features I can show you that aligns to your use case? 2). Ask open ended questions for feedback to see if they can articulate the value. If they can’t, you are missing and need to dive deeper into discovery or improve your tie in to how the feature solves their big hairy problem. The key is letting them tell you, it’s far more powerful than you stating the benefits. 3) Use their words. When you the prospects lingo, terminology, acronyms and internal company language, the solution feels organize, it paints a picture of the solution solving their problem in their environment. Try using this in your next demo and start converting more deals to CLOSED WON. And follow @erikfisherofficial #b2bsales #accountexecutive #techsales #salestips #sales #salesdemo #demo #softwaresales #saassales #softwaredemo

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Thursday 13 February 2025 14:51:20 GMT