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7 Elements of Insanely Persuasive Sales Demos
The document discusses effective strategies for conducting sales demos, highlighting the importance of building anticipation and focusing on customer benefits rather than product features. It emphasizes the need to control the conversation, use compelling customer stories for ROI proof, and address common buyer objections. Finally, it underscores the importance of discussing next steps early in the demo to improve closing rates.
7 Elements of Insanely Persuasive Sales Demos
- 2. Sales demos areeasy and intuitive. RIGHT?
- 3. Sales demos areeasy and intuitive. ACTUALLY. hard counter-intuitive
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- 11. Recorded & analyzedto identify seller and buyer verbal behaviors Audio:
- 12. Video: Recorded & analyzedto identify what was being shared,
- 13. Build anticipation! Savethe best for last! Flip your demo upside down: Start with the end.
- 14. Successful demos are“upside down” Customer priorities: Successful demo flow:
- 15. The Intuitive Demo Buildanticipation: Save the best for last! Build as much value as possible! Focus on benefits! Name-drop some big-time customers! Respond to questions with well-prepared answers! Prove ROI! Ask for next steps at the end!
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- 17. Build as muchvalue as possible! Give them a taste.
- 18. Top producers don’tdilute their message Shorter Demos 9 Minute Rule Spend 39% less time pitching product features
- 19. Questions received fromthe buyer during demos.
- 20. Peel Back theOnion Level 1 Question Level 2 Question Level 3 Question Level 4 Question
- 21. The more youshow, the more your message is diluted.
- 22. Focus on benefits! Focuson tearing apart the status quo.
- 23. People will worktwice as hard to avoid loss than they will to gain benefits. LOSS AVERSION.
- 24. Focus your messageon the dangers of their status quo.
- 25. 25 “Point B” pitch -We supply formaldehyde-free furniture for retailers - It’s healthier, greener, cleaner - Your customers will love it and will buy it in droves - You’ll make more money Formaldehyde-Free Furniture “Point A” pitch - American citizens are becoming more health-conscious and weary of dangerous chemicals - In fact, Google search volume for “formaldehyde free furniture” is up 600% in 2 years - We help retailers make good on this opportunity by supplying formaldehyde-free furniture
- 26. Respond to questionswith well-prepared answers! Maintain control of the conversation.
- 27. Establish value, thenanswer pricing questions
- 28. Clarify objections withquestions.
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- 30. 30 “Can you helpme understand what’s causing that concern?” Learn how to master objection handling pages.gong.io/objection-handling-masterclass-course/
- 31. Name-drop some bigtime customers! Avoid generic social proof like the plague.
- 33. 33 You’re playing with FIRE Oryou’ll bring a flamethrower to a STICK FIGHT. You’ll either get burned…
- 34. 34 Here’s how ittypically plays out:
- 35. 35 “That’s a greatstory, but our situation is different.” “I don’t care if WalMart is your customer. We’re nothing like them.”
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- 37. 37 Let’s pretend we’reselling to a marketing software company.
- 38. 38 How a poorseller would do it “We work with companies like…”
- 39. 39 How an averageseller would do it “We work with companies like…”
- 40. 40 How a superstarwould do it “These are all the companies in your space. We work with 17 of them: Up from 4 just two years ago.”
- 41. 41 The message isnot that you work with any individual customer. The message is your buyer’s tribe is bandwagoning with your company. Close more deals with compelling customer stories: pages.gong.io/customer-stories-that-sell-course/
- 42. Prove ROI! Build yourbusiness case with customer stories (not ROI calculations)
- 44. What happens whenyou “calculate” ROI? At best, they think it’s a weak argument They argue with your assumptions! At worst, you damage your credibility
- 45. Instead, use beforeand after customer stories After •1,000 MQLs per month •12% Lead-to-Opp conversion •22% Opp Close Rate •Average Deal Size: $11k Result •$290,400/month (26.4 deals, $11k each) Before •1,000 MQLs per month •10% Lead-to-Opp conversion •20% Opp Close Rate •Average Deal Size: $10k Result •$200k/month (20 deals, $10k each)
- 46. Ask for nextsteps at the end! Ask for next steps at the beginning.
- 48. Close rates decline 71% when“next steps” aren’t discussed on the first call.
- 50. 50 “By the endof this call, I’d like you to be in a position where: a) you’re interested and we agree on a next logical step, or b) you’re not interested, and we go our separate ways.” Set an upfront contract:
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