The demo is a central part of the sales journey. The sale relies on this one moment of perfection - or does it? There’s actually more to a successful product demo than an hour-long presentation. A good demo should be conceived like a race. Anyone who took PE as a kid knows that you don’t just step onto the track and start running. There’s a lot of hard work that goes into preparing for that moment the gun goes off. The actual race is just a small part of a longer voyage. You can think of sales like a running race with three stages: the warm-up, the race itself, and the cool-down period. Nail all three stages and you’ll likely be on your way to forging a new client relationship.
How you prepare for your sales demo may be even more important that the moment itself. When an athlete fails to stretch her muscles before the race, she doesn’t perform as well.
The big day
You’ve completed your training and warmed up, and you’ve got your strategy all planned. Now you’re standing at the starting block ready to go. Here are some tips to nailing the race:
Concentrate on getting your prospects excited about your product and maintain your energy all the way to the finish line.
The race is over, but if you don’t take careful steps now, your muscles are going to ache or risk damage. The sales journey is almost over.
Running the sales race can be exhausting, but if you envision the demo as a marathon with three stages - not just a sprint - you will have a more efficient journey.