Software Sales Tips by Matt Wolach

Sales Tips

Your 3-Step Demo Framework For Exponential Growth

Demo Framework

The Magic Formula to Impactful, Powerful Software Demos.

Software founders often ask me about what makes a strong, convincing demo. 

However, the bigger question is, how do we structure it the right way

The answer lies in capitalizing on the demo’s key elements, which are discussed in greater detail below. Follow these steps and once you master how to make all of them work together, the results will speak for themselves. 

Key Components of a Software Demo

1. Structure

First impressions aren’t just everything; it’s the only thing.

With the wrong demo structure, your chances of closing the deal are tiny.

That’s because the demo is the #1 most important part of the entire sales process. 

So, if it’s bad, your chances of closing the deal are shot.

Make sure your demo follows a smooth, linear flow or process. You can start with a framework or outline that contains all the elements of your presentation. 

That way, you know where your demo is headed and your clients have their expectations set from the beginning. 

2. Content

People want the good stuff. 

Focus on the benefits rather than the features. 

Don’t tire them out with technical jargon or unfamiliar terms; instead, tell them how your service or product can make their lives easier. 

Tap into your prospect’s pain points to resonate with them.

There is nothing more powerful than the truth. Share your story with them, lessons learned, small wins, and don’t forget about yourself – the human element.

Use stories or anecdotes, so the clients can relate to you in some way or form. 

From here, you can associate their problems to your solutions. 

Everyone wins as a result. 

3. Delivery

Things can get pretty boring in a hurry, especially in this type of industry. 

Add humor to your presentations to keep your clients engaged. The last thing you would want to happen is for them to lose interest in your demo. 

Be proactive and take the lead in conversations, so you can ensure your clients get what they need to make a decision. 

Without control, you will have a greater chance of losing deals. So steer the wheel while you can.

Helpful Tips to Consider

Know Your Strengths & Weaknesses

To make the “magic formula” work, you need all three elements to work together in harmony. 

However, that is not always the case. 

Some people can deliver a demo smoothly but the presentation lacks structure and content. The same goes for those whose demos have good structure and content but lack delivery skills. 

The key is to find the perfect balance between the three components.  

Seek Expert Advice

When you have the right framework, you’ll be able to deliver a demo that is incredibly powerful. You’ll be able to get prospects emotional about needing your product ASAP.

Turn to me if you need help with filling in all the gaps of your software demo framework. My team and I will identify where you are good and where you lack, so you can attain those huge close rates.

Book a quick 10 minute call now to see if there is a fit.