How to prepare

Question 1

RESEARCH

What 3 things do you do to research prior to a demo?

Answer 1

1) Review customer’s website - mission, vision, what are they trying to do with their customers (tie this into demo)
2) Analysts - What is happening in the industry? Be able to talk about trends and competitors.
3) Scan social media to see what customers are saying about the client you will be doing the demo for.

Question 2

How do you ask and what questions do you ask during the discovery interview?

Answer 2

Discovery Call: Peel the Onion

Layer 1: The Facts (first 5 mins, closed questions, easy, fact-based)

• How many users do you have?
• How many customers do you have?

Layer 2: Current Situation (pains, harder, open questions)

• What are the top 3 reasons why you think you need a CRM?
• What are your top 3 challenges you’re facing today? How are you handling them?
• What are the consequences of these challenges?

Layer 3: Core Roots & Vision (why and what if questions)

• Why are you facing these challenges in the first place?
• What if you managed to solve these challenges? What would that impact look like?
• What is your vision for the way your company should handle sales/marketing/services?

Question 3

PERSONALIZE

Name 3 ways to personalize the demo.

Answer 3

• Start with a scenario or a problem that needs to be solved
• Use demo data that reflects the scenario
• Speak the customer’s language
• Involve the customer, such as send them an email during the demo, ask them to pick up their smart phones and look at the email
• Add real users from the customer audience - they will smile and connect with your story
• All demos should involve some kind of Power BI dashboards

Question 4

EXCITEMENT

How does your brain store and recall information?

How do you apply this concept to your demo?

Answer 4

How does your brain store and recall information? It stores information along with the emotion you felt at the time. When you recall the information, your brain searches for that emotion.

• Create “wow” moments and pair them with value statements, e.g., connect the system to AI and predict the next step

Question 5

POLISH

Name 6 ways you can polish your demo prior to giving it.

Answer 5

• Use the logos and brand of your customer in the demo
• Demo should have as little clicking as possible, use great hero screens that you speak to, do one click and go to the next screen
• Clean your forms: remove the clutter, fields that are not necessary, spaces, etc.
• Simplify the navigation - most demos have way too many options
• Avoid scrollbars on forms (field name should be short enough so you do not have to scroll from side to side)
• Use some auto-processes ahead of time that will speed up the demo (be honest with the customer that you have automated a process that usually takes longer)
• Suppress all pop-ups

Question 6

VERIFY

What do you do at this stage?

Answer 6

Confirm with the customer what you will show in the demo so there are no surprises. You can even send them screen shots.

Get customer buy-in before the demo. Do that verification with the customer.