TennisandSales profile picture
TennisandSales profile picture

TennisandSales

Head Of Sales

Politicker
Acclaimed Answer
Executive
+9

How do you end your demos?

curious how ppl do this. Here is what I do:


  • after the we show the last part of the platform ill let them know that is all I was planning on showing today and take questions.
  • Then ill bring up a "recap slide" this shows the 3 most important thing that i want them to take away from this meeting. This is also where ill press for more specific feedback.
  • Ill then drive for next steps. Sometimes its a call around pricing, or maybe its to talk about integrations or walk through onboarding and what they can expect.
  • I normally try to save 10-15 minutes for this at the end.

the WORST thing that can happen IMO is that you end a demo 5 minutes before the end of time and you have to answer a few Q's then disconnect.


Hard to recover from that.


anyone got another approach I need to try?

☁️ Software Tech
📣 Demos
😎 Sales Skills
11

28 comments

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CuriousFox
WR Officer
6
🦊
I make a slide of next steps with everyone present to get agreement, then attach it to the recap at the end of the day.
TennisandSales
Politicker
1
Head Of Sales
boom. nice touch. having everyone on the same page is super important
antiASKHOLE
Tycoon
5
Bravado's Resident Asshole
I really just go for the close after recapping their needs and why me. If I can't get the close right then, I get a clear future and next steps for follow up.
TennisandSales
Politicker
0
Head Of Sales
solid approach for those deals!
DevSomeBiz
Valued Contributor
2
Senior B2B Sales Guy.
Ladies and Gentlemen, The Aristocrats!
TennisandSales
Politicker
0
Head Of Sales
...what?
DevSomeBiz
Valued Contributor
0
Senior B2B Sales Guy.
https://en.wikipedia.org/wiki/The_Aristocrats

https://www.thedailybeast.com/remembering-gilbert-gottfrieds-iconic-filthy-utterly-hilarious-aristocrats-joke
TennisandSales
Politicker
-1
Head Of Sales
im not doing home work
DevSomeBiz
Valued Contributor
0
Senior B2B Sales Guy.
"The Aristocrats" is a taboo-defying off-color joke that has been told by numerous stand-up comedians since the vaudeville era.
It relates the story of a family trying to get an agent to book their
stage act, which is revealed to be remarkably vulgar and offensive in
nature, with the punch line revealing that they incongruously bill themselves as "The Aristocrats". When told to audiences who know the punch line, the joke's humor depends on the described outrageousness of the family act.
Because the objective of the joke is its transgressive content, it is most often told privately,[4] such as by comedians to other comedians. It came to wider public attention when it was told by Gilbert Gottfried during the Friars' Club roast of Hugh Hefner, 18 days after the 9/11 terrorist attacks in 2001. It was the subject of a 2005 documentary film of the same name by Paul Provenza and Penn Jillette.


Sunbunny31
Politicker
2
Sr Sales Executive 🐰
It's an old joke, and I love it.

Tennis - it's like quoting Monty Python, and busting out "Nobody expects the Spanish Inquisition!"
Fewer and fewer people understand these days.
TennisandSales
Politicker
0
Head Of Sales
ah ok thank you for this explanation haha
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I like your approach, but yes, when you run up against time, it can be a challenge.

Maybe you can have a choose your own ending scenario - the one you have above, when all the timing odds are in your favor, and a shorter version prepared, when you get to the wire and you call the meeting at 5 minutes. At that point, you could ask if they have a hard stop, and if not, mention that you have a quick recap that will take 5 minutes extra, does that work? If not, have your quick and dirty slide ready to go that has your next steps., then send the full recap as part of your email thank you/follow up.
TennisandSales
Politicker
0
Head Of Sales
yeah this is a great point. i really should always have the back up/short version ready to go. i tend to think everything will go according to plan haha.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Don't we all! But yes, if this happens often enough, you might have to go to the alternate ending. :)
ThatNewAE
Big Shot
2
Account Executive - Mid enterprise
In the org that I am in, this is what suits me:

After the demo is done, I spend about 15 minutes or more understanding / recapping their agenda. Since mine is inbound, we usually have why they are looking for us. So we go back to this:

- First thing: "You mentioned these to be the problems, now that we have demonstrated how we can solve these problems : What do you think about it?"

- Then confirmation around "Did we miss anything. Or anything you think we have missed out on?"

- If everything is good, I ask "If we are fitting the bill, what else needs to be done from our side and your side to get the contract in place?" Then we touch upon the pricing. Know that our pricing is transparent and is on website, so.

- I still push for a call on calendar nevertheless - mine is fast paced so it's the same week.
TennisandSales
Politicker
1
Head Of Sales
nice love this. sounds like a solid system. especially with inbound moving fast is always good
Kosta_Konfucius
Politicker
1
Sales Rep
Low price point/shorter sales cycles I have ended with proposal and trying to close. I will have the proposal itemize and highlight which products we saw.

But these were products where we are pushed to one call close.

But for the big ticket products, cant argue with what you are saying
TennisandSales
Politicker
1
Head Of Sales
yeah i should have specified that this is not a 1 call close situation
Kosta_Konfucius
Politicker
1
Sales Rep
I dont like to think about my payroll sales days for a reason, being told to close on every call is exhausting
TennisandSales
Politicker
1
Head Of Sales
oh dude yeah payroll sales? no thanks
Kosta_Konfucius
Politicker
0
Sales Rep
I.......I dont want to talk about it
DevSomeBiz
Valued Contributor
1
Senior B2B Sales Guy.
1. Confirming Conclusion.

2. Proof statements (3 or 5 of them - always an odd number).

3. Complimentary comparison.

4. Presumptive Close.

So, as you have seen, the WunderBot9000 is the thing you need to spend lots of money on. It will lower your Flerton Mafication by 47%, Increase your Crytospere by 14%, and will pernambulate your Sermtum into the Tronal space. Manufacture-O-Matic (a respected non-competitor) has been using the WunderBot for nine months, and they've had such and such amazing results.

We need to get paperwork moving with the legal department today - you know how the lawyers can be! I'll send over the quote and contract, take a look at that, and let's get a time on the calendar to sync up. How about Thursday at 2pm?
TennisandSales
Politicker
0
Head Of Sales
o man i LOVE the WunderBot9000!
jefe
Arsonist
1
🍁
Mostly questions and next steps.
Angusmacg
Valued Contributor
1
Territory Account Mgr.
I like to end on a lighter note. I usually either add a photo or quick video of my dogs doing something funny. This throws the "listeners" off a bit and sometimes makes them forget their questions.

My aunt (used to be a Pathologist and would give lectures) would insert pictures of her cats throughout her presentations to lighten up the talk (pathology isn't the most interesting topic out there) and insert a bit of humor. Many of her students and colleagues loved her presentations.
TennisandSales
Politicker
0
Head Of Sales
thats....interesting. how do you transition from demo to your dog??
Kawari
Contributor
1
Operations Manager
I agree with most of these but I like to set a follow up meeting while on the call still. It can be presented as a 5 min catch up call just to stay in cadence and if any questions arise.
This second call either moves me forward on this sale as well as has the customer bring up new ops they thought of in the week or so since we last spoke
TennisandSales
Politicker
0
Head Of Sales
yeah good point. getting that next meeting to be set on the current meeting is huge.

Ive noticed as you sell to larger orgs and more complicated deals, this is more challenging. normally after the first meeting that person then needs to go chat with their team + leader, get feedback and then can schedule next steps. so it becomes a bit less straight forward.

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