15 Questions
What is the purpose of a demo?
To help the customer see how their problem and the recommended solution align with their infrastructure
What is the purpose of a demo in remote meetings according to the text?
To make the executives realize the impact of the solution on their business
What is the best way to engage customers during remote demos?
Starting with an executive summary and focusing on the client's needs
What should be the main focus of the demo?
Diagnosing the customer's problem
What is a common way to present a demo?
Building a slide deck
What is the importance of connecting the beginning of the meeting to the end?
It drives the next steps and consensus
What is the recommended approach for creating slides in a demo?
Avoiding slides filled with text
What is a best practice for remote demos?
Starting with an executive summary and focusing on the client's needs
Why is it important for sales professionals to stay strategic when working with executives?
Because sales professionals need to understand the executives' needs and goals
What should be avoided in a demo?
Slides filled with text
What is the best way for sales professionals to drive engagement throughout the demo?
By asking relevant questions and involving the executives
What is the purpose of sharing a story during a demo?
To take the customer on a simplified hero's journey
What should be the outcome of a demo?
To answer the question of why you are doing the demo
What is the goal of a demo?
To answer the question of why you are doing the demo
What can sales professionals learn from great comedians and improv comedians?
How to engage their audience and adapt to unexpected situations
Study Notes
- The purpose of a demo is to help the customer see how their problem and the recommended solution align with their infrastructure.
- Building a slide deck is a common way to present a demo, but it can lack engagement in remote meetings.
- Best practices for remote demos include starting with an executive summary and focusing on the client's needs.
- Use screenshots that make it about the client, not the company history.
- Avoid slides filled with text and focus on one specific point per slide.
- The demo should be a conversation and a way to continue diagnosing the problem.
- Share a story and take the customer on a simplified hero's journey.
- Have one clear action item at the end of the demo for everyone to take before the next meeting.
- The purpose of the demo is to help the customer see how the solution aligns with their needs, not to just pitch what you want to show them.
- The goal is to answer the question of why you are doing the demo.
Learn best practices for conducting engaging and effective remote demos. Discover how to align the customer's needs with the recommended solution, create engaging presentations, and lead interactive conversations during demos. Find out how to guide clients through a simplified hero's journey and leave them with clear action items.
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