Software Sales Tips by Matt Wolach

Sales Tips

Software Demos are Not Training Sessions

There’s one big mistake that many make when starting to do demos for the first time.

It’s thinking that we need to train the prospect on the product.

Truth is, the demo is the number one most important part of the sales process, but many software leaders don’t treat it as such, and don’t learn the proper way to do a demo. Treating it as a training session can harm your sales process as it bores prospects, causing them to lose interest and drift off. 

Instead, focus on what the prospect cares about, their goals, and what they’re trying to solve. By doing this, you’ll be able to deliver impactful demos that close more deals.

I shared my experience of working with a client who was training too much during his demos and only had a 26% close rate. After working with us and implementing our strategies, the client’s close rate skyrocketed to 87%.

If you want to improve your demos and learn the secrets of the best sellers in the industry, check out this video now!