The Best “Just show me a demo” Demo

Presented by

Julie Hansen, The Sales Presentation Expert

About this talk

Demonstrating a product or solution without knowing enough about your customer is a recipe for disaster. But the reality is that you may find yourself in this situation more frequently as customer’s demand shorter and shorter response times. Without sufficient discovery, however, most sellers deliver a boring overview demo that misses the mark entirely. Yet you need to do something when a customer says “Just show me a demo.” In this session you’ll discover the best way to satisfy a customer’s request for a demo without clicking around in the dark. You’ll learn how to create a vision of what’s possible AND gain enough insight on-the-spot to create a winning demo that’s tailored to your customer’s needs. You will learn: 1. Why overview or “educational” demos fail miserably 2. How to quickly identify your customer’s primary challenge 3. How to use a Customer Success Story for guidance 4. How to present a key example of what your product can do 5. How to use “quid pro quo” to gain insights to tailor your demo

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