Sales Hustle is now Sales Transformation
July 22, 2022

#363 S2 Episode 232 - NOW THAT’S HOW YOU DO IT! Performing Demos Like A Badass

#363 S2 Episode 232 - NOW THAT’S HOW YOU DO IT! Performing Demos Like A Badass

Like Collin always says, you think you have done everything right, but you can still lose the deal, the same goes with demos. You may have done your intro and discovery well, but you might still mess up your demo, and that’s what Ethan and Collin will be talking about in this latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

The 2 biggest challenges of demos
Ethan's demo of doing the right demo
A collaborative journey with prospects
Keep things simple

QUOTES

What Ethan sees as the biggest challenges in demos:
“The biggest thing is, how the stage is set for the demo, and then the second biggest thing is we're not driving impact with what we're showing.”

Ethan doing demos like a boss:
“I'm connecting the dots every time making the implicit explicit, verbalizing my assumptions and a non-assumptive way, and making sure we're all aligned.”

Collin on collaborating with the prospect:
“You should know your product, you should know your space. Yes, but in this relationship with your prospects, this journey that you're gonna go on together, it should be more collaborative.”

Connect with Ethan and learn more about what he’s been working on!

About Ethan
About AltiSales
AltiSales Website
The Revenue Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Like Collin always says, you think you have done everything right, but you can still lose the deal, the same goes with demos. You may have done your intro and discovery well, but you might still mess up your demo, and that’s what Ethan and Collin will be talking about in this latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • The 2 biggest challenges of demos
  • Ethan's demo of doing the right demo
  • A collaborative journey with prospects
  • Keep things simple

QUOTES

What Ethan sees as the biggest challenges in demos:

“The biggest thing is, how the stage is set for the demo, and then the second biggest thing is we're not driving impact with what we're showing.”

Ethan doing demos like a boss:

“I'm connecting the dots every time making the implicit explicit, verbalizing my assumptions and a non-assumptive way, and making sure we're all aligned.”

Collin on collaborating with the prospect:

“You should know your product, you should know your space. Yes, but in this relationship with your prospects, this journey that you're gonna go on together, it should be more collaborative.”

Connect with Ethan and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] Like colon always says, you may have done everything right. You made sure everything is in place, but you can still lose the deal. The same goes with demos. You may have done your intro and discovery. Well, but you might. Still mess up your demo. And that's what Ethan and Colin will be talking about in this final cut of the Ethan Parker series.

[00:00:50] So tune in and learn more on how to perform a demo, like a badass only here in sales transformation. Let's move a little bit down the process here. Let's say, okay. You know, um, having the messaging that aligns, you know, in, in, in, in outbound and prospecting and in discovery and everything's going great, right?

[00:01:12] Book, the meeting nailed the discovery, took this approach that you're talking about. And then we get to the next step. Um, and this is where I think a lot of people can, can struggle. Right? Cuz you mentioned there's some people who are great at prospecting and then even maybe good at discovery, but then they suck at the demo.

[00:01:27] Right. And so what are some challenges that you, that you see that are common with people who maybe Excel and outbound, you know, have maybe done some work to improve how they, you know, um, handle discovery. Um, and then what are some challenges that you typically see around demo? Yeah, the biggest thing is again how the stage is set for the demo.

[00:01:48] And then the second biggest thing is we're not driving impact with what we're showing. So I'll break that down a little bit more. Um, People hop on a demo. They're very well prepared. They've briefed their se. They know exactly what they're gonna show. They open it, they chit chat for a second and then they just hop in.

[00:02:08] All right. Well, let's, let's dive in here. Mm-hmm and especially if there's like new stakeholders on the call, cuz ideally. You've you've looped in some more folks on this call. Um, but even if there's not, you want to, you wanna start changing the outcomes of your demo, then start it. What I do is I have a slide that I make that I put the person's picture on, and I write down my notes from what they said from the previous call.

[00:02:32] And if it was two people, there's two. And then there's like a general summary. Of like a mutual things we need to cover today based on the notes that are here to the left. And I say, Hey, um, I usually kick the Colin. I usually kick these off with like a super quick recap of like what I heard, what I know, make sure I got everything down.

[00:02:47] Right. Make sure I'm aligned on what you're wanting to accomplish here. Give you an opportunity to like, correct me if everything's changed or add, take away anything that you might be, I might have misheard. And then, um, Luke, I'd like to hear a little bit more from you and, and make sure this aligns with kind of how you're thinking about as well.

[00:03:00] Does that, does that sound okay for everyone? Every time they're like, yep. Sounds great. Flop up that slide. And you always see this every time they go for those you listen, I don't know if this is gonna be a video somewhere, but their, their eyes it's impressive. Like, okay, you got your shit together. Yeah.

[00:03:14] And then I run through that and everyone's like, Nope. Uh, that you nailed it, man. That's exactly why we're here. This sounds really great. One thing I do wanna make sure we covered da, da, da. Got it. Sounds good. And I'm making those notes live on the screen in front of them, and then I'm gonna set my upfront contract.

[00:03:30] Lay the expectations for the call. I'm gonna do a time check in all little things and then guess what discovery and demo aren't two different things. So then when we get into the demo, The second thing I said there not driving impact. As soon as I show something I'm gonna pull my screen shared down. So we're back to face to face conversations.

[00:03:52] I'm gonna say Colin, how does that compare with how you guys are doing this today? Colin. How do you see this working in with your team? You mentioned ABC X, Y, Z, looping it back to things they've already told me. I'm connecting the dots every time, making the implicit explicit, verbalizing my assumptions in a non assumptive way and making sure we're all aligned in connecting the do.

[00:04:10] Every time. I show something, think click with purpose every time I show something, I explain it, pull it down, ask a question and it's not like, make sense. Sound good? Any questions? No. It's. Hey, what about that is most interesting to you? Do you see how this would be build in with, you mentioned ABC X, Y, Z.

[00:04:29] How do you see your team utilizing this on a weekly basis? We're driving impact every step of the way. And we're not probably gonna get the whole demo in on one call and that's okay. So those are two biggest things. I see, man, that, that people just get so wrong in demos. Mm. Yeah. I mean, I love that first step of.

[00:04:45] Now actually creating a slide and just recapping, you know, from, from the disco call. Um, and it is a good opportunity to show that like, yeah, you got your shit together. Like you heard us, like, you actually really heard what we said. Um, and, and then also it, it's also, you know, an opportunity to what I love about it most is it actually makes, it puts you in a pretty vulnerable spot, right?

[00:05:09] Because like we're humans, like you could have missed. So. Right. And you're really on it for right now. Yeah. And, and I love how you even tee it up. Right. Where it's like, Hey, I'm I might have missed something or, you know, maybe something's changed or maybe I misheard something. Right. Like you don't as a seller, like you don't have to have all the answers.

[00:05:29] right. Oh. Like you should know your product. You should know your. Yes. Um, but in this, you know, relationship with your prospects, you know, this journey that you're gonna go on together, it should be more collaborative. Right. And be willing to be vulnerable and say like, Hey, I might have missed something or I might have misheard something.

[00:05:45] I'm like, I wanna make sure that we, you know, uh, Get that corrected before we go any further. Yep. And people like it and they like to talk to you and therefore they show up to your next calls. cause you value value their time. You're efficient. Yeah. And you stay on point or, or if. If for some reason it's not a fit, right?

[00:06:07] Like maybe, you know, and if you did that upfront contract, you know, correctly, right. Well, if for some reason it's not a fit or something changes, like they they're gonna have enough respect to, to just let you know, like, Hey, you know, Ethan did a lot of work. He was amazing to work with. Um, you know, like let's just.

[00:06:22] If for some reason it's not gonna work out, they're gonna let you down early and not waste a bunch of your time or make you chase 'em. Yeah. And potentially tee up referral. I just got email this morning from a deal that I lost, but the guy, he, he just introed me to another company, the CEO that's looking for something like this, cuz he had a good experience, you know?

[00:06:39] So it's not, it's not all just cut and dry one or lost like it's your reputation. This is your career. A hundred percent. Yeah. Yeah. It's the experience. Make sure you're given them an experience that stands out from every other. You know, shitty sales experience that they have to deal with on a regular basis.

[00:06:55] Yep. Awesome. Ethan, thanks so much for coming on. This was, uh, tons of value here. Really appreciate it. Any final thoughts and then where what's, what's the best place for people to get into your world? Um, final thoughts is don't overcomplicate it, just keep things simple, be too human beings and every interaction and, and like you said, I love the way you worded it.

[00:07:17] Be vulnerable, be okay with being wrong. Try to be. Make them confirm that you are right. Instead of assuming that you're right. Um, but uh, yeah. Find me on LinkedIn. I pretty much connect and pretty much accept all of my connect requests unless you're like trying to sell me leads or something. But, um, it's just, uh, Ethan Parker on LinkedIn.

[00:07:34] And, uh, I have a podcast as well, Collins on the show. Um, it's the revenue podcast. Feel free to check that out. We talk a lot about discovery, little tactical tips and tricks every single Friday. And then we have some guests like Colin and some other folks that come on here and there and, and drop some nuggets as well.

[00:07:47] So awesome. We'll drop the links there in the show notes for everybody. And if you enjoyed today's episode, please write us a review on your favorite podcast platform. It really helps us a lot, and we are also always listening for your feedback. You can go to sales, transformation.fm, drop us a voice DM, and we will get back to you.

[00:08:06] Thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast platform. And we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.