Lesson 6: Product demo Flashcards
What is a demo?
A demo is a demonstration of a product/software/solution
What are the Eight Types of Demos?
- Short intro/Micro/Overview Demo
- Standard Demo
- Specific functionality Demo
- Full comprehensive Demo
- Technical Demo
- Improv Demo
- Q&A Demo/FAQ Demo
- Vision Demo
Short intro/Micro/Overview Demo
This demo focuses on the product but is brief and introductory
(5-7 minutes)
Standard Demo
These demos go into the details of the product and are generic (12-25 minutes)
Specific functionality Demo
That one function (10-20 minutes)
Full comprehensive Demo
The whole show (45-60 minutes)
Technical Demo
A Customized, deep-dive demo where SEs show their expertise (45-60 minutes)
Improv Demo
Make it up as you go (20-60 minutes)
Q&A Demo/FAQ Demo
Addressing specific functionality questions (1-5 minutes)
Vision Demo
This demo is delivered by Sales, not SEs, and focuses on the value proposition (5-7
minutes)
Your sales executive has a new lead, now what? (Before Demo Qualification)
● A discovery call is where you might do the bulk of
your qualification, but it certainly isn’t where
qualification starts or ends.
● Make sure you know the name and role of every
teammate joining your call.
● Communicate with your team, who will lead the call
and how to jump in.
● Do they match your company’s buyer customer
profile?
Then establish presence BANT
Before Demo Disqualification
● Treasure your and your company’s time
and don’t be afraid to disqualify a lead
that isn’t a good match.
● Don’t sell to customers a solution that is
not good for them.
After successful Qualification what should you be doing?
● Take notes. You will forget. Very
Important.
● Research the company and everybody
that will join the call.
● Research the company’s product/service. ● Read any previous communication
between the client and your company if
available.
● Make notes of any previous issues or
hurdles that the customer has
experienced.
● Sync with your teammates on next steps
and schedule a Discovery call.
During discovery, you should be able to pinpoint one of these
four Pain-points/metrics, which are what?
- Increase Revenue - Are they wanting to increase revenue?
- Decrease Expenses - Are the wanting to lower expense?
- Mitigate Risk - Are the trying to comply to new regulations?
- Raise Social Profile - Are the trying to become more known?
What are some useful skills for discovery?
● Put yourself in the shoes of your customer.
Relate to them.
● It is a conversation, not a monologue. Don ́t talk
too much.
● Understand the pain, show empathy. Care.
● Paint a picture, and back it up with concrete
details. Visualize what they need.
● Ask what happens if their need is not resolved.
Urgency.
What are some things that go into Customize the demo?
● Utilize all collected data to create a custom
demo for each prospect whenever possible.
● Build a story around it. Good Sales Engineers
are storytellers.
● Add a case study that relates to your
Customer’s industry.
● Start with a compelling strength. What makes
your solution unique?
● Practice, Practice, Practice. Do as many demos
as possible.
● Make sure that you have all necessary
resources ahead of time. Be ready.
What should you be doing before the demo?
Organize materials
● Have your notes at hand.
● Have any application or website that
you ́ll need to access open.
● Test your video, background and audio
settings with teammates outside of your
location.
● Exchange last notes with teammates.
What is the structure of a product demo?
- Start
- Development
- Presentation
- Closing
- Follow up
What are some things you should do when Closing a Demo?
● Ask if you answered everyone ́s
questions.
● Always make sure that you or your
teammates clearly know what are the
next steps.
● Thank everyone for time and questions.
