Sales Hack: Demo the Problem, Not the Product

The Power of the Product Demo

Nothing beats the power of the product demo when it comes to truly understanding your prospects' needs and concerns. While thorough research is essential, a well-executed demo allows you to get inside the heads of your prospects and address their actual pain points. Your goal during a product demo is to align all the different buyers—user, economic, and executive—and help push through the procurement process later.

Start with the Bigger Picture

In your demos, don’t start with your product. Begin by addressing the bigger picture and understanding the current process for managing tasks. This approach helps you frame the context before diving into how your product can provide a solution.

Kicking Off the Demo

Start your demo by asking insightful questions to understand the prospect’s current process and challenges. Here are some ideas to get the conversation started:

• “How are you currently managing the form process?”
• “What are some of the inefficiencies that you see?”
• “Do you have any existing initiatives to redress this issue?”

Identifying the Pain Points

Get everyone in the room to feel the pain behind the current process and recognize that there is a problem. When the problem becomes clear, you can then introduce your product. This approach helps frame your product as a specific solution to a specific problem, rather than just showcasing its features.

Framing Your Product as a Solution

Once the pain points are identified and acknowledged, demonstrate how your product can solve these issues. Focus on how your product addresses their specific challenges and provides a tangible solution.

Conclusion

By starting your demo with the problem rather than the product, you can more effectively engage your prospects and demonstrate the true value of your solution. This method helps build a stronger connection with your audience and increases the likelihood of securing their buy-in.

Explore More Business Growth Hacks! 

Stay tuned for more tips and strategies across sales, marketing, and customer success designed to propel your business forward. Have a specific challenge? Send me an email at lisa.steele.a@gmail.com, and I'll cover it in an upcoming post!