Is your demo flatlining? You might need the help of DemoDoctor - founded by Chris White. He’s an expert in the field of closing demos - making them as effective as possible so you’re getting more deals from your demos. He’s also the author of Six Habits of Highly Effective Sales Engineers, written to help sales engineers deliver killer demos.
Ben Kennedy, senior sales engineer at Branch.io, believes you are using your software trial incorrectly in your sales motion.
On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous demo the salesperson should instead “do the last thing first” and show the end result.
"As customers, we take a look at the end result right up front. And we make a very rapid decision: does this look interesting? Does this look like it will solve my problems?" ~ Peter Cohan
His analogy is to a prospect choosing a recipe in a cookbook: show them a photo of the delicious meal before you make them sit through the cooking instructions.
But how do you show the final “delicious meal” for your complex software product?