A product demo happened to be one of the most crucial touchpoints in our sales process. I hear quite often from other founders that they can't find an effective way to arrange and close more deals with their demos. There a quite many reasons: Dôvodov je niekoľko: 1. Bad Qualification 2. Companies don't pitch their demos the right way 3. Confusion of a demo with a product training 4. Demos are eventually tooooooo loooooong 5. Features are communicated more than the value 6. A loss of concentration 7. Demos don't end with a CLOSE It's pretty easy to turn the wheel around. Right qualification. Setting the effective structure of your demo. Story of your product rather than features. Very specific close with confirmation of the next steps. In the last two years, we managed to arrange and successfully close around 50% of all the 300 product demos we had. I've put the major learnings and demo structure template that led to our success. --- Reach out to me please if you want to learn more. Write VALUE BUNDLE and I will send you a webinar recording as well as the followup templates that worked the best for me.

1. HOW TO CLOSE MORE DEALS
WITH KILLING PRODUCT DEMO
Juraj Zamborsky

2. ❓

3. LET’S START WITH A STORY "

5. Why demo is a critical sales tool
Deadly product demo sins
How to arrange & structure
a killer product demo
BONUS tips ###

6. B2B SaaS
Inbound demo requests
Outbound demo arrangements

7. Juraj Zamborský

9. Juraj Zamborsky
325
45%

10. MORE THAN 1000 AGENCIES AND BRANDS

12. PRODUCT DEMO
=
CRITICAL SALES TOOL
$$$

13. Sales Benchmark Index
“A World Class Demo has the
second biggest impact on the
outcome of a sales campaign,
behind an independent
colleague referral.“

14. CONNECT AND BUILD RELATIONSHIP

15. WHY COMPANIES I FAILED
WITH DEMOS? %%%

16. 7 DEADLY DEMO SINS

17. POOR QUALIFICATION &
#1

18. NOT SELLING THE DEMO
#2

19. CONFUSING WITH THE TRAINING '
#3

20. TOO LOOOOOOOOOOOOOOOONG
#4

21. NO MORE THAN 30 MINUTES
65:35

22. VALUE FEATURES
#5

23. NOT HIGHLIGTHING TO GET ATTENTION
#6

25. NOT ENDING DEMO WITH A CLOSE
#7

26. HOW TO ARRANGE
A PRODUCT DEMO (

27. QUALIFICATION IS THE )

28. http://bit.ly/intercom-qualification

29. http://bit.ly/intercom-qualification

30. WHAT VALUE CAN PROSPECTS
GET OUT MY DEMO?

31. Steli Efti, Close.io
“ I t ‘ s n o t e n o u g h t o i n v i t e p r o s p e c t s t o a
d e m o , i t ‘ s n o t e n o u g h j u s t o f f e r t h e m a
d e m o o r a s k t h e m t o a t t e n d .
Yo u a c t u a l l y h a v e t o d e l i v e r c o m p e l l i n g
p i t c h a n d a p p l y s a l e s m a n s h i p s o t h e y ‘ l l
c o m m i t j o i n i n g y o u r d e m o . “

32. Study of 70 000 demo calls by gong.io

33. MAKE IT EASY TO BOOK & JOIN

34. DO YOUR HOMEWORK

35. WIN DEALS WITH
KILLING DEMO STRUCTURE
$$$

36. “How can I deliver a product demo
that wows my prospects?”
“How can I grab their attention for
the whole presentation?”
“How can I make sure more of my
demos end up as deals?”

39. STRUCTURE > SCRIPT

40. 1) OPENING
Set the context before
jumping into the product

41. 2) STORY BRIDGE
The narrative that caused
your company to come into existence

42. Simon Sinek, Start With Why
“People don‘t buy WHAT you do.
People buy WHY you do it.
And what you do simply proves
what you BELIEVE.“

43. Highlight their world before your product,
and their world after it.

44. 3) PRODUCT DEMO
Demonstrate value, not features.
Present the product from their perspective.
Get them involved.
Nail your ‘wow’ moment.

45. TOPIC 1
TOPIC
2
TOPIC
3
TOP IC
4
RIGHT TOPIC, RIGHT TIME
TOPIC 1
TOPIC 2
TOPIC 3
TOPIC 4
Topics covered
in discovery
Topics covered
on demo

46. MAKE IT PERSONAL

47. GET RID OF ALL POSSIBLE DISTRACTIONS

48. GET RID OF ALL POSSIBLE DISTRACTIONS
ALT + CLICK

49. GET RID OF ALL POSSIBLE DISTRACTIONS

50. GET RID OF ALL POSSIBLE DISTRACTIONS

51. UTILIZE FUCKUPs
AND TEACH PROSPECT HOW TO
REACH OUT YOUR SUPPORT

52. UTILIZE FUCKUP
AND TEACH PROSPECT HOW TO
REACH OUT YOUR SUPPORT

53. Study of 70 000 demo calls by gong.io

54. Geoffrey James, Inc.com
“A product demo should never be a tour of
a product‘s features and functions.
Instead, it should tell the customer‘s story,
with the product playing a key role.“

55. 4) DEMO CLOSING
Overall impression
Objections
Timeline
Confirmation

56. ALWAYS BE CLOSING

57. http://bit.ly/mixmax-zambo
SAVE TIME WITH FOLLOWUP TEMPLATES

58. CUSTOMIZE YOUR DECKS

59. ALWAYS LEARN

60. DON’T FORGET TO UPDATE YOUR PIPELINE
http://bit.ly/salesflare-zambo

61. 1 OUT OF 10

62. Juraj Zamborsky, Kontentino
1. QUALIFICATION
2. ARRANGE
3. OPENING
4. STORY
5. PRODUCT VALUE
6. CLOSING
7. FOLLOWUPS

63. Ready to rock your product demos? $
juraj@kontentino.com
”VALUE BUNDLE”
- Presentation
- Webinar Recording
- Email Templates