Q & A

What Is a Sales Demo? 

The term ‘sales demo’ is not new to anyone involved in a business. To sell your products efficiently, you almost always must perform a sales demo for the clients. In simple terms, sales demo is the process of demonstrating products or services to prospective clients. They can also be a product demo, which refers to introducing a new product to existing clients. Demonstrating your products is one of the best ways to impress a client. Sales demo can be of different types based on different company type, industry, product, consumer, and location. 

Why are sales demos important? 

Sales demos are an essential part of the IT sales process as they allow prospective clients to see firsthand how a product or service works and how it can benefit their business. Here are some reasons why sales demos are important: 

  1. Showcasing product features: A sales demo is an excellent way to showcase the features and capabilities of a product. By demonstrating how the product works, potential customers can better understand the value it brings to their business. 
  2. Building trust: Sales demos help build trust with potential customers. By allowing them to see the product in action, they can get a better sense of how it works and how it can benefit their business. This can help to establish credibility and trust, which is essential for closing a sale. 
  3. Addressing objections: Sales demos also allow sales reps to address any objections or concerns that potential customers may have. By demonstrating how the product can solve specific problems or meet particular needs, sales reps can help alleviate any doubts and increase the likelihood of a sale. 
  4. Differentiating from competitors: Sales demos can also help differentiate a product from competitors. By showcasing unique features or capabilities, sales reps can demonstrate why their product is the best choice for a potential customer. 

What should be included in a sales demo? 

A sales demo is a crucial part of the IT sales process, and it’s essential to ensure that it’s well-prepared and executed to maximize its impact. Here are some key elements that should be included in a sales demo: 

  1. Agenda: Start the demo by outlining the agenda and what you’ll be covering during the presentation. This helps set expectations and keeps the demo on track. 
  2. Context: Provide some context for the demo by briefly describing the customer’s business, pain points, and the specific problem they’re trying to solve. This helps to establish relevance and highlights how the product can help solve their particular challenge. 
  3. Features and Benefits: Showcase the features and capabilities of the product and how they can benefit the customer. Be sure to highlight key differentiators that set your product apart from the competition. 
  4. Use Cases: Demonstrate how the product works by walking through some common use cases that relate to the customer’s needs. This helps to illustrate the product’s value and how it can be applied to real-world scenarios. 
  5. Metrics: Share relevant metrics and data points that demonstrate the impact of the product on the customer’s business. This can include things like ROI, efficiency gains, or other quantifiable benefits. 
  6. Q&A: Allow time for questions and answers at the end of the demo. This provides an opportunity to address any concerns or objections that the customer may have. 

How to prepare for a sales demo? 

Preparing for a sales demo is crucial to its success. It’s important to approach the demo with a clear plan and understanding of the customer’s needs and pain points. Here are some key steps to take when preparing for a sales demo: 

  1. Understand the Customer’s Needs: Before preparing for the demo, it’s essential to have a clear understanding of the customer’s needs and pain points. Research their business and industry to gain insights into their challenges and identify how your product can help solve their specific problems. 
  2. Identify Key Stakeholders: Determine who will be attending the demo and their roles in the decision-making process. Understanding their needs and expectations will help tailor the demo to their specific requirements. 
  3. Set Objectives: Clearly define what you want to achieve from the demo. This may include demonstrating specific product features, highlighting key differentiators, or addressing objections and concerns. 
  4. Practice the Demo: Rehearse the demo ahead of time to ensure that it’s well-prepared and flows smoothly. Practice delivering the demo in a way that’s engaging, informative, and tailored to the customer’s needs. 
  5. Gather Resources: Gather all the necessary resources for the demo, including presentation materials, product demos, and any other relevant collateral. 
  6. Customize the Demo: Tailor the demo to the customer’s specific needs and requirements. Use examples and scenarios that resonate with the customer, and demonstrate how the product can solve their unique challenges. 
  7. Plan for Follow-up: Plan for follow-up after the demo, including next steps and timelines. Make sure to address any unanswered questions or concerns and provide additional resources as needed. 

How long should a demo take? 

A typical sales demo can last anywhere from 30 minutes to an hour, but it’s essential to keep in mind that shorter demos are often more effective. Many people have a limited attention span and may lose interest if the demo is too long. As such, it’s important to prioritize the most critical information and ensure that it’s presented in a clear and concise manner. 

When determining the duration of a sales demo, it’s also important to consider the audience’s needs and preferences. For example, a busy executive may prefer a shorter demo that focuses on the most critical information, while a technical expert may want a more in-depth presentation that delves into the product’s technical details.

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