Why we shouldn’t demo

Customers are not interested in your demo, although they might ask for one, what they’re REALLY interested in is HOW YOU CAN HELP SOLVE THEIR PROBLEMS. They could not care less about your product and your company spiel.

Especially for SaaS, demoing features very quickly goes out of date. The customer here is buying much more than just the product. They are buying support, reliability, performance, integration & security as well.

Prospects are making their purchase decision based on whether they think you understand their problems and you have the knowledge, resources and commitment to solve them.

You need to talk about your experience in their industry, about other customers you’ve worked with and their results (ROI calculator and Jerry Macguire results), about the entire scope of your solution.

Successful SaaS sales people provide context. They explain how the solution helps the business, how it solves problems, why it will make the customer more successful.

The winner doesn’t do it with features alone. They win with the story that goes with them!

 

 

 

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Taking back the power!

We had a LM team training session today with almost more SCs than RSEs.

One of the really key points that came up was from Chappo, and he said that “giving a customer a demo is giving them the power to say no”. This made a lot of sense because they can dispute the features and functions of the system till the cows come home (don’t like the buttons, don’t like the colour, your s/w looks the same as the other guys) but if you base your sale on the ROI and business case, it is way more solid and getting them to agree on their numbers means they can’t dispute it.