How to Give an Insanely Great Demo

Aug 29, 2013, by Tara Meyer, Happiness Officer

I was training our newest Tout hire around how to do a demo and to be honest I think it was pretty painful for all of us involved. You can’t learn if you don’t jump right in and that’s exactly what our new hire did.

There’s only so much training you can have before just taking the plunge. Once you get into the rhythm, demoing becomes second nature. Like driving a car with road bumps here and there.

I have no doubt our new hire will be awesome at demos soon enough, but figured I’d share my two cents around tips for an awesome demo.

1. Have a pulse and make sure their pulse is still beating too

The best advice a good friend gave me when first starting on the phone was, “Tara talk to these people like they are your friends. Just be yourself.. after all you are pretty normal and you seem to make conversation with just about anyone.”

Be human. Who wants to take 30 minutes out of their day to talk to a dud who’s rambling on and on and on about their product and stuff you don’t actually care about?

Not only should  YOU have to have a pulse, but you have to make sure the person on the other end is alive. By alive, I mean engaged. I was on a demo just a few days ago with a sales guy who wouldn’t stop talking... I put him on mute and caught up on some of my emails.

Bottom line: make it a conversation not a presentation.

2. Listen Listen Listen 

You’ve probably come across this “listen” advice numerous times, but I just had to put it in here because it is SO crucial.

Courtesy of Cold Call Me Maybe Tumblir

Sometimes I get overly excited for demos especially when I have time schedule with an interesting and awesome lead. For me a demo involves learning on both ends. To move the deal through the sales funnel, it is crucial to learn as much as you can about your lead during the demo.

If it is just you talking about how great your features are the whole time, most likely it is going to be a “demo and gone dark ” type of deal. Matt Heinz describes this best “They loved the demo…why won’t they buy?!”

My tip for listening: take notes during the call. This helps me actively process what my lead cares about. Plus I don’t forget all the important details after our call.

3. Stop and breathe

Silence is okay. Sometime a pause is good. I’ve found when there is a moment of silence, most likely the other person will jump in and talk.

I remember one of my first times demoing Tout. I was drenched in sweat from being nervous and felt like I just ran a marathon after talking so fast.

My best tip: slow down.

4. Audience participation

Ever wonder why at baseball games they always include the audience in random activities like the “kiss cam”, sing “Take Me Out To the Ball Game” at the 7th inning stretch and best of all throw free T-shirts into the stand?

My two cents... audience participation keeps things fun and part of the action.

You might not start singing with your lead on the demo, but there should be some form of audience participation.

My tip: the simplest form of audience participation. Ask good questions!!

5. Follow up 

One of the biggest mistakes you can make with a demo is no follow up. It would be like if you went to a restaurant really hungry. The waitress showed you a menu and told you all the specials, but never brought you the food. You’re left hungry.

Yesterday my day felt this…

Courtesy of Cold Call Me Maybe Tumblir

When your some days feel like a demo derby.. it’s hard to squeeze in time to shoot off the standard “Great meeting you and next steps” follow up email.

Problem solved: Create a basic template with the messaging you usually use. You can always go into the template and add a few lines of personalization.

Now go rock your next demo! 

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Related Categories:
Buzz  General  Team  Tips and Guides 
Post Tags:
sales  sales calls  sales demos  sales email templates  sales emails  sales tips  sales training  salesforce  tout  toutapp 


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