Software Sales Tips by Matt Wolach

Sales Tips

Mastering the Art of the Software Demo: A Theatrical Approach

As a software sales coach and seasoned sales professional, I’ve learned that mastering the art of the software demo can be a game-changer when it comes to closing deals. Some may wonder whether it’s an art or a science, but it’s both. Today, I want to share some insights on how to truly excel in mastering the ART of software demos, drawing inspiration from the world of theater.

Think about your software demo as a live performance on a Broadway stage. The actors you see on stage are not performing for the first time; they’ve rehearsed their lines and routines numerous times. Unless it’s opening night, they’ve likely already performed in front of an audience earlier that day. Yet, they give it their all when they step onto that stage. They exude energy, passion, and enthusiasm, even though they’ve done it countless times.

Now, why am I drawing parallels between theater and software demos? Because, in the world of SaaS sales, you will repeat your demo multiple times to different prospects. Just like those actors, you may find yourself doing your demo for the umpteenth time in a day, and it’s easy for your enthusiasm to wane. However, it’s crucial to remember that for your prospect, this is their first time seeing it, their first opportunity to grasp the value of your software.

You must channel your inner actor on stage to excel in software demos. Regardless of how often you’ve delivered the same spiel, find that energy and passion and deliver it with the same enthusiasm as if it were the first time. When you do this, your prospect will feel your passion and enthusiasm, and that’s precisely what we want to achieve. We want them to become emotionally invested in choosing our software product or service.

Imagine the impact of making your prospects feel that emotional connection during your demo. They’ll be captivated by your presentation, and the chances of them saying, “I need this product” will increase significantly. This is the essence of mastering the art of giving a software demo.

In conclusion, mastering the art of the software demo is about consistently delivering passion and enthusiasm, even when it becomes routine. Treat each prospect as if they’re the audience in a theater, witnessing your performance for the first time. Doing so can create a lasting impact and increase your chances of closing deals. So, go ahead, master the art of the demo, and watch your sales soar.