Measuring and assessing game tape from Day 1 is what separates the fastest growing closers from those that stagnate. (If negative) we really value customer feedback, can you help me understand your ideal solution so I can share your concerns with the product team?įor the most honest answers, make sure to give the prospect a chance to answer by pausing completely after asking a question.(If positive) is there anything preventing you from giving it a try?.What are your first impressions of the product?.As a result of not having to find your place, you’ll also find yourself punctuating with selling points at natural breaks in conversation and transition points, instead of adding them in awkwardly and sporadically.īefore every demo ends, closers should gather two pieces of information from the prospect to maximize the probability of a sale and to improve their next demo: This section of the worksheet also serves as your compass - the “YOU ARE HERE” arrow at any given moment. (download an editable version of this SaaS demo worksheet) I’ve used a slice of the general Abacus demo process for an example, you’ll want to customize this to your company specifics. parallel, so let this part of the worksheet guide you in the “when” and “what” department as you work these conditions into muscle memory. Knowing exactly what to pitch when, while also learning a new product and closing fundamentals can be downright overwhelming as a new rep. Using this situational information to confirm your previous conversation will help you avoid spending valuable demo time on surface issues, so you can quickly dive into 2nd order questions and deeper needs assessment. Controller in the finance team)Įven if a lot of this information is already noted inside your CRM, it will help you mentally prepare for the demo if you write it to paper.
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