8+ Killer Tactics For Virtual Sales Meetings & Demos You Can Use Today [Webinar Recording]
8+ Killer Tactics For Virtual Sales Meetings & Demos You Can Use Today
[Video Recording]
Demos
5 Common Sales Demo Mistakes to Avoid (and How to Fix Them)
If you’re an account executive, you probably spend a ton of time running sales demos. However, in my experience, most salespeople don’t spend nearly enough time properly prepping or planning for their demos ahead of time. If you’re reading this and you’ve given 10 of the exact same demos this week, it’s time for a change!
Believe me, I get it. You’ve found a presentation you feel comfortable with and that you can do in your sleep. Well, I’m here to tell you that while may have mastered your demo, it might actually be putting your prospect to sleep. Have no fear, we’re going to fix that today.
Below are the top 5 most common sales demo mistakes and how you can fix them:
1. Stop Playing Tour Guide
First things first, the prospect isn’t here for you to show off every little detail about your product. Remember, this call isn’t about you. It’s about them and their problems. So, instead of talking about how great your product is, let’s talk about them.
There are two key things you need to do at the beginning of every demo:
- Discuss their challenge
- Show how you are able to solve it.
That’s it, stop right there!
I know it can be hard not to show all of the really cool things your product can do. When we built our eLearning platform, The Sales Bar, it was SO hard not to fall into the rhythm of just showing a prospect all the things I was so excited about. But I had to stop and remind myself that this is not about me. This tool is here to help them solve their challenge. I just needed to show them how it could do that.
2. Customize Your Demo
If you’ve given the same demo 4 or 5 times TODAY, then, Houston, we have a problem. Each of your demos should be tailored to who you are meeting. If you walked into the mechanic and they put the same tires on both your car and the 18-wheeler in the bay next door, how do you think that would go? Demos are conceptually similar. They are not “one-size-fits-all” because every potential client is going to have different challenges and needs. So, before the meeting let’s look at how to really speak to the prospect’s problem.
Before every sales demo, ask yourself:
- What are they solving?
- What are they avoiding?
- What’s their desired end state?
- How do they feel about what they are doing now?
- Or, if they don’t have a solution now, how do they feel about your competition?
- Is there anything they have specifically asked to see?
We know that most of you have SDRs or BDRs that are doing the SUPER quick intro call and laying the groundwork for your demo. So, you may not have every one of these questions answered beforehand. But, you should have at least some of this information before you start planning (if you don’t, it might be time for a talk with your sales development team).
During planning, you can use this info to decide which features your tool has that answer the questions above. Then you need to line up the SWIIFT℠ benefit and you’re on your way. New here? SWIIFT℠ stands for So, What’s In It For THEM! It’s our philosophy to put the thoughts and needs of the prospect before our own. We promise you’ll thank us later!
Bonus: We’ve got 5 uber-helpful sales demo + meeting worksheets for you to use before your next call!
Grab them here.
3. Less is More
So, you’ve used our planning tool and you find yourself starting with 10 different features and 10 different SWIIFT℠ benefits to share with them. Yikes, that’s going to be information overload. My suggestion: prioritize your list. Set yourself up to talk about the 3 most important features (hint: the things that are going to save them the most time/money/energy, etc. Focus on solving their #1 challenge). Also, set yourself up with 2 additional features, just in case they don’t like one of your top 3. Then you can use the other items on your list to bridge to the next call (read more about how to bridge to the next call).
This is how it should flow:
- Share Feature #1
- Stop sharing your screen
- Relate feature #1 to their challenge
- Discuss. Translate. Tell a Story.
- Repeat for Feature #2
- Repeat for Feature #3
Gong did a study recently that shows that customers who talk more end up buying more. When we screen share, the salesperson talks more which is not good for the sale. Instead, take the first 10-15 minutes of every demo to simply have a conversation. After that, you can screen share to show feature #1. Then, stop sharing to discuss the SWIIFT℠ benefits and to get the prospect talking and asking questions. You can share your screen again for features #2 and #3.
4. Don’t Stop the Disco
Even if you have answers to all 5 of the questions above before the demo, slow down, and just focus on good meeting manners. Do your intros, talk through the agenda, and get the prospect’s buy-in. This will help you build a deeper rapport through your relationship. Take this time to dig more into what they’re looking for. As I mentioned before, a lot of demos are booked by a BDR or SDR who only had a 3-minute call with the prospect. If you try to demo on that 3-minute call alone, it’s likely going to be inaccurate and messy. Start with what you think you know. Repeat the challenges you understand back to them before you get into showing them the features. You can use this thought process throughout your whole demo. Even when you think they are on board, take the time to stop the screen share and make sure you’re on the same page.
Presenting to the CEO this time? How complex do you think this version of your demo should be? On a scale of 1 – 6, where 1 is simple and 6 is layered and complex…
Spoiler alert: the CEOs need to be at a 1 or 2. The higher up the ladder you go, the simpler your demo needs to be. Think about it this way, the higher the prospect’s position the more responsibilities on their plate. They don’t have time to wade through the layers with you. Keep it simple and let them ask you what they want to know. You live in this tool/service/product all day long. For them, this is one of 15 things they are doing this morning alone.
Remember, we build value by solving problems, not by layering features. All you have to do is show them how your product will solve their problem.
5. K.I.S.S. and Show
Let’s call it like it is, this one is Keep It Simple Stupid. There are a few tried and true rules that I always impress upon our salespeople:
- Never build a report or dashboard live. I promise the time you spend building it live will be the ONE time the feature doesn’t work correctly.
- Tell them what’s coming, put on your best James Earl Jones voice and narrate each step of your presentation.
- “Now we’re going to look into solving the problem of _______. The _______ function of our tool can help. Take a look at this here.”
- Stop screen share often. Give them time to give you feedback and spark conversation.
- Have tabs or whole instances open and ready. Clear out your desktop from everything else. They don’t need to see your Slack channel by accident or pictures of your family. Have your features ready to show. That way navigating through your demo is seamless for both you and your prospect.
- White space rules. Don’t clutter up every corner of the slide. Let the important information shine.
- Five clicks (or less) every time you share your screen. If you go down a rabbit hole to function #1, then you back come up through 6 layers before diving down a different rabbit hole for function #2, you’ve lost them. At the demo stage, the tool needs to appear as easy as 1-2-3…
- Hold your mouse still! Once you’ve moved your mouse to the location you are looking to highlight, take your hand off the mouse. A bouncing cursor will distract from the valuable information you are trying to relay.
Okay, now that we’ve talked about the top 5 sales demo mistakes to avoid, let’s highlight the steps you’re going to take for each demo:
- Research to answer the five key questions
- Plan additional questions to fill in gaps or clarify
- Prioritize your demo show list
- Narrow that list to 3 (with 2 backups)
- Translate the demo from a system to your prospect’s POV
- Prepare screens to answer anticipated questions
- Prepare your agenda and send it
That’s it! Just 5 easy sales demo mistakes to avoid (or fix) and 7 easy steps to prepare. Trust me, these simple things will make your demos more engaging for your prospects and more interesting for you!
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Easy Fixes You Can Make to Get Prospects to Engage on Video Calls [Webinar Recording]
Easy Fixes You Can Make to Get Prospects to Engage on Video Calls
[Video Recording]
Getting Promoted to AE: 8 Critical Skills You Need to Master ASAP [Webinar Recording]
Getting Promoted to AE: 8 Critical Skills You Need to Master ASAP
[Video Recording]
5 Critical Tips for New Account Executives
Congratulations on your promotion to AE! Transitioning from an appointment setter, qualifier or SDR/BDR to an Account Executive who carries a revenue quota and closes deals is a BFD. Here are five skills that can help you make goal faster!
1. Slow WAY Down. As a BDR, the game was speed. A hundred calls, ten conversations, and one yes. The good calls were under 10 minutes and you were careful not to dive too deep. As an Account Executive, it’s a common mistake to try and also pack your calendar with cookie-cutter demos in the hopes 10% will close. Be better.
The Account Executive’s role is to add so much value to the prospect that they overcome their resistance to change and buy. That won’t happen in 10 minutes or 60 minutes, and it won’t happen the same way each time. So slow down and get to know the prospect. Why did they take the meeting? What’s happening in their world? Why is it a challenge? Why is it important to fix? What have they tried? What happens when it’s better?I could keep going here, but I hope you get the picture. Spend time instead discovering their situation AND their top priorities and values because these are their motivators to change. At Factor 8, we’ll give you a gold star if you don’t share your screen or your solution once in the first call. Truth: we don’t give out a lot of gold stars.
2. Be SWIIFT℠. Heard of that before? It’s the opposite of WIIFM and it means, “So, What’s In It For Them?” We want you to take this to the extreme and make as many of your calls as possible about them instead of you. The average AE will ask 3-4 questions and then launch into their slides/demo/solution.
This hurts them in several ways:
- They come off like a typical self-centered salesperson
- They leave opportunity on the table by not digging out the whole need
- They haven’t found a personal connection or the prospect’s motivation
- The prospect quits listening and goes dark
So, go deeper and seek to understand. Seek to help. Make it all about them for the entire first call and as much of the second and third as possible. Even during your demo, we teach you to only cover a specific and abbreviated number of items and to stop sharing at least 50% of the call. Ditch the sales speak and value props and pitches and competitive data and do all you can to understand and add value.
3. Bridge Every Call! Unlike your old job, closing deals will take multiple calls. Always set up your next call before getting off this one. Like, always. It’s called a bridge. The best bridges have appointments booked in the calendar with invitations and agendas sent immediately. If we can’t get that, they at the very least agree on a day you will call back (and try to get them to block the time!). This simple skill takes 3 minutes to accomplish and will save 3 hours of time chasing down leads you thought were interested but who won’t return your emails. It’s sort of like “never wake a sleeping baby” – never hang up on a live prospect (without bridging to the next call).
4. Be a Calendar Ninja. Suddenly you need time in your day for more than just outbound appointment setting (but pretty please still do that too!) Get strategic and block times in your calendar for research, client meetings, follow-ups, emails, and outbound prospecting. You’ll also need time to build your custom proposals/demos/solutions for clients. It’s a lot more to juggle! You may even be used to a tool telling you who to call and when if you used a great sales cadence solution like Outreach. But now you need to be strategic about when you call, build, respond, and research. It’s easy to get buried in emails and snoozed CRM tasks, and NOT systematically and proactively review your CRM for actions to take to keep your pipe full and leads warm. It’s a common mistake and it takes serious time management skills.
5. Master the Meeting. It can be intimidating to move from a 10-minute 1:1 call to running a pitch to a prospect team. 60 minutes, 5 people, and LOTS of pressure (and doing it virtually to boot!) To run a killer sales meeting, always start with an agenda and introductions. Think of it like you’re hosting an open house. Thank people for coming, learn something about them, find out their goals, and put them at ease. Remember, these meetings are as much about YOU as your solution, because people buy from people they like, and nobody likes being instantly pitched!
Try dressing up a level, add some professional flair to your background, use your rapport-building techniques, and do everything you can to get cameras ON and screen sharing OFF (a Gong study showed that discovery meetings run with you sharing slides means you do most of the talking instead of the other way around). Share your agenda and ask if they have specific questions or items to add before diving into the meat of the meeting. And always be sure the meat starts with SWIIFT℠ questions instead of your pitch! Practice kicking off meetings with a few colleagues until you sound and feel confident!
There’s a lot to master in your new role, but these five skills will help you stay in front of the learning curve!
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Quickly Improve Prospect Engagement on Sales Calls
How many of you have been on the receiving end of a sales call, bored to tears while the rep on the other end just keeps rattling away? Probably ALL of us.
So what’s the secret to keeping your customers from slowly falling asleep – whether it’s on the phone or a video call?
Here are some quick and easy tips to boost prospect and customer engagement on your next sales call!
The Best Sales Script To Get A Buyer’s Attention
Get Them Talking
The easiest way to tell if you’ve got them engaged is if THEY’RE the ones talking.
One of the best tools you have in your arsenal as a seller is asking the right questions – NOT spewing your value prop and pitch.
Make sure you know the difference between a closed and an open-ended question. A closed question is going to get you nothing but one-word answers. You can start with them, but make sure you have open-ended questions to keep them talking!
- “Do you have a current service provider?” (closed) is going to get a yes or no.
- “What’s your biggest struggle with your current service provider?” (open) – that’s going to get you a LOT more.
And if you get a good hook in one of their answers, don’t be too quick to just move onto your list with the next one! The more you can make it feel like a conversation and show you’re actively listening, the more engaged and natural the flow is going to be. Show them you care by connecting with them.
Here’s an easy summary:
- Closed questions = get them warmed up.
- Open questions = get them expanding.
- Follow-up questions = take them to the next level of expansion.
Read Body Language
If you’re using video on your sales call (HIGHLY suggest this, folks), then you’ve got to focus on their body language. This one might seem like a no-brainer, but here are a couple things to watch for.
- Are they muted? They’re not planning on talking.
- Looking off to the side or down? They’re working on emails.
- Are they propped up? They’re BORED!
If you see any of the above – stop what you’re doing, end your screen share, and get back to a conversation to re-engage them.
Don’t Be Afraid to Get Silly
I’ve been there, with a video call full of people slouched over who couldn’t give a hoot what I was going on about.
You know what I did?
I turned off the presentation, I started cracking some jokes – a little bit of razzing to the guy who came late, asked someone else a question, pinned something funny on another person – and it WORKED! People sat up, they got off mute – they wanted to participate!
It’s okay to take a step back, and it’s okay to get a little silly to get them engaged again.
READ: Quick Tips for Running an Engaging Demo
Try using one of these tips on your next sales call and I guarantee you’ll be surprised how easy it can be to get customers to open up!
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Mastering the Transition from Field to Virtual Selling [“Sales Shot” Workshop]
Mastering the Transition from Field to Virtual Selling
[“Sales Shot” Workshop]
10 Virtual Sales Tips Guaranteed to Add Faster Revenue [Webinar Recording]
10 Virtual Sales Tips Guaranteed to Add Faster Revenue
[Webinar Recording]
How to Fix the Top 5 Mistakes Made During Sales Demos [“Sales Shot” Workshop]
How to Fix the Top 5 Mistakes Made During Sales Demos
[“Sales Shot” Workshop]
Running Successful Sales Demos [Cheat Sheet]
Running Successful Sales Demos
[Cheat Sheet]