I recently stumbled across this blog from Salesforce.com about how to give a great online product demo. The only thing I would add to their synopsis is the importance of keeping the prospect engaged in the demo. We’ve all been on a demo where the prospect is pretty quiet and not very engaged in the conversation.
Here’s a short list of questions you can introduce into the demo process to make sure the prospective customer is engaged in your demo:
- What is your initial impression thus far?
- Can you tell me how you’re currently handling (something related to what you’re showing)?
- Let’s pause for a moment. I want to ask you for your opinion on what you’ve seen so far.
- Does that make sense?
- Last time we talked, you mentioned (an issue or situation). Do you think this (specific feature) would help with that?
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