How to Prepare for Product Demos That Close Deals
Prepd
Sales Research
Product demos are often the make-or-break moment in a sales cycle. The difference between a demo that closes and one that fizzles usually comes down to preparation. This guide shows you how to prepare demos that resonate with prospects and drive deals forward.
1Review Discovery Insights
Your demo preparation should start with a thorough review of your discovery notes. What pain points did the prospect share? What outcomes are they hoping to achieve? What's their decision-making process? These insights should shape every aspect of your demo, from which features you highlight to the examples you use.
Key Takeaways
- Review all notes from discovery calls
- Identify the prospect's top 2-3 pain points
- Understand their desired outcomes
- Note any specific requirements or constraints
2Customize Your Demo Flow
Generic demos rarely close deals. Based on your discovery insights, create a customized demo flow that addresses the prospect's specific needs. Lead with features that solve their biggest pain points. Skip features that aren't relevant. Show how your solution fits their workflow, using their industry or use case as context.
Key Takeaways
- Lead with features that solve their top pain points
- Skip irrelevant features to respect their time
- Use industry-specific examples and terminology
- Show integration with tools they already use
3Prepare Competitive Positioning
Most prospects are evaluating multiple solutions. Research what alternatives they might be considering and prepare clear, confident differentiation. Don't badmouth competitors. Instead, highlight your unique strengths and how they specifically benefit this prospect's situation.
Key Takeaways
- Research competitors they might be evaluating
- Prepare 2-3 key differentiators
- Focus on benefits, not feature comparisons
- Be ready to address competitor strengths honestly
4Anticipate and Prepare for Objections
Every demo will encounter objections. Based on your experience and this specific prospect's situation, anticipate likely concerns. Prepare thoughtful responses that acknowledge the concern and provide evidence (case studies, data, or demonstrations) that address it.
Key Takeaways
- List 3-5 likely objections for this prospect
- Prepare evidence-based responses
- Have relevant case studies ready to share
- Practice handling objections naturally
5Test Your Demo Environment
Technical issues during demos are credibility killers. Before every demo, test your environment thoroughly. Check your internet connection, load any relevant data, clear notifications, and have backup plans for common issues. A smooth technical experience lets your solution shine.
Key Takeaways
- Test internet and screenshare before the call
- Pre-load any demo data or scenarios
- Clear desktop notifications
- Have a backup plan for technical issues
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