A Demonstration Makes The Presentation Easier But You Must Close The Sale

Demonstration makes presentation easier for the seller. Equally, the more the buyer’s senses the demonstration interacts with, the higher the chances of making the sale, as the connection created is magnetic. (That’s why fries are so addictive.)

A demonstration is not the sale. It’s merely a presentation. An effective one I’ll admit, but a presentation still. Don’t lean wholly into it expecting it to close the sale for you. It won’t. You will still have to handle objections and attempt to close; in the case of a Business-to-Business (B2B) sale, a demonstration only takes you past the critical technical stage; you still must navigate the politics and commercial stages.

Many times sellers with a demo will be itching to show it off in the (mistaken) belief that, “Once the buyer sees what the app can do (or, in the case of merchandisers in a supermarket, how the chocolate tastes), he’ll be blown away into signing on the dotted line.” And yes he does get blown away…but he doesn’t sign. And why? Whereas your CV was impressive, this does not guarantee you the job; you still have to satisfy the panel of interviewers.

Demos cut to the chase. Demonstration makes presentation easier

A demonstration cuts to the chase. It saves time and effort which would have been expended getting the buyer to ‘get it’. With a demonstration, your credibility spikes against the competitor’s; whereas they are explaining what they will do, you are showing what you have done. That’s powerful. That’s why demonstration makes effective presentation easier. Creative agencies that respond to the client brief with, say, a relevant proposed jingle and card holder, create an immediate buzz. They demonstrate effort, seriousness and sincerity. They are silently saying, “We really can do this, and, as you can see, have already given deep thought to it.” An emotional connection is created. 

Demonstration makes presentation easier

But that’s not all a demonstration does. A demonstration assaults the senses. Experts say that the reason why committing something in writing is powerful is because, it involves sight, touch and sound (you silently verbalise what you are writing). Equally, the more the buyer’s senses the demonstration interacts with, the higher the chances of making the sale, as the connection created is magnetic. (That’s why fries are so addictive.)

Demos trigger desired sales questions

Once you have shown how the app works, and the buyer has tested it for themselves, the questions quickly zoom in around the demo. Can it do this, can it do that? What if we wanted this and not that how fast would you turn that around? Will you sell, or lease it to us? And so on.  An exciting time for the seller, but not a guarantee of the sale. What to do then?

During the demonstration, anticipate and respond to the buyer’s questions before he asks them. Show the product’s capabilities relative to his problem. “This GPRS component in the app will be useful in monitoring your sales team movements, controlling costs, and reducing your loan processing time by thirty-six hours. Here’s how it works…” When tackling the commercial stages of the B2B presentation emphasize aspects such as reduced risk, error free, saving on research “because as demonstrated, the product solves (client problem).” Prepare for the sale as intently as you would have if you didn’t have the demonstration. Because, whereas, a demonstration makes presentation easier, the demonstration is not the sale.

Check out our short courses and other services here. If you would like to have your sales team sell more, we can help. In order for us to do so we propose a free consultation meeting or a call. If in agreement, please complete the form below and we will get in touch after receiving your details, none of which will be public. Thank you.

Views – 586

About Author

Related posts

Sell effortlessly: navigate from bloody sales waters to blue oceans

What does the hawker that roams the residential area in the evening and the medrep that sells at night have in common? Stay with me to find out; and no, it’s not that they are night runners. For now though, are you selling in bloody waters? Could this be limiting your sales? If you are

Read More

Why you and not the competition? To win address both in your pitch

“Why should I buy from you?” This is what potential customers are repeatedly asking themselves when they are listening to your pitch. When customers listen to a sales pitch, they are not just passively absorbing information. They are actively (silently) comparing, questioning, and evaluating. “Why you and not the competition?” Addressing these two concerns puts

Read More

Don’t just push, pull your way to closing with ease

Pushing vs pulling in sales. Should you be pulling instead of pushing? Especially if you are in B2B selling if you are pushing with little success, try pulling. “Push. Just push”, “You’re not pushing hard enough”, and such other variants of the same are the mantra in Sales. And, yes, pushing may still be getting

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.