Podcast
Questions and Answers
What is the purpose of a demo?
What is the purpose of a demo?
- To pitch what the company wants to show the customer
- To diagnose the customer's problem
- To help the customer see how their problem and the recommended solution align with their infrastructure (correct)
- To showcase the company's history
What is the purpose of a demo in remote meetings according to the text?
What is the purpose of a demo in remote meetings according to the text?
- To showcase the sales professional's skills
- To impress the executives with flashy graphics
- To make the executives realize the impact of the solution on their business (correct)
- To entertain the executives with funny anecdotes
What is the best way to engage customers during remote demos?
What is the best way to engage customers during remote demos?
- Building a slide deck with detailed company history
- Using screenshots that focus on the company, not the client
- Starting with an executive summary and focusing on the client's needs (correct)
- Filling slides with text to provide more information
What should be the main focus of the demo?
What should be the main focus of the demo?
What is a common way to present a demo?
What is a common way to present a demo?
What is the importance of connecting the beginning of the meeting to the end?
What is the importance of connecting the beginning of the meeting to the end?
What is the recommended approach for creating slides in a demo?
What is the recommended approach for creating slides in a demo?
What is a best practice for remote demos?
What is a best practice for remote demos?
Why is it important for sales professionals to stay strategic when working with executives?
Why is it important for sales professionals to stay strategic when working with executives?
What should be avoided in a demo?
What should be avoided in a demo?
What is the best way for sales professionals to drive engagement throughout the demo?
What is the best way for sales professionals to drive engagement throughout the demo?
What is the purpose of sharing a story during a demo?
What is the purpose of sharing a story during a demo?
What should be the outcome of a demo?
What should be the outcome of a demo?
What is the goal of a demo?
What is the goal of a demo?
What can sales professionals learn from great comedians and improv comedians?
What can sales professionals learn from great comedians and improv comedians?
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.
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Description
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.
