Not too long ago I wrote a piece on the misuse of “demos” by some sales people, called “Demo is a Four Letter Word”. The folks over at OpenView Labs, asked me to expand on the thought, specifically how it would pertain to technology sales. You can hear the exchange below, and then visit OpenView Labs for a transcript on more great info. As always, let me know if you agree, disagree, or I suspect, could care less.
Happy demoing, better selling!Openview – Demos
- Use the demo to “Close” not to open
- Focus on the buyer’s objectives, and “demo” how you can address them positively
- Agree in advance on expectations and how they will be measured
What’s in Your Pipeline?