Lemon #125. Begin with a bang
While reading ‘Product Demos That Sell’ from Steli Efti, we learned about how to start a demo with a sensational beginning:
Once you’ve gotten the introduction and qualifying otu of the way, and you start with your actual product demo, it’s important to start with something sensational.
Don’t save that for the end. Put it up front where it belongs. For some reason, I see sales reps ‘keeping the good stuff for the end’.
If you keep the good stuff for the end, all that’s left is the boring stuff for the beginning and the middle – and you’ll likely lose your prospect’s attention before you even get to the end.
Yes, you should have a great ending, but only after you had a great beginning!
Start with a killer feature of your product that serves an important need for your prospect. Based upon the qualification process, you know what their pain points are, you know where they’re itching… So, scratch that itch.
Don’t forget to paint a vivid picture in their imagination of your product can make their lives easier and help them do their jobs better.
Start off by talking about something in big, general terms before you drill down into specifics. Ask them ‘Would you like to see how this works, or do you want to move on to the next item’? Asking them this questions keeps them engaged.
Steli Efti @ Product Demos That Sell.