CEO at pclub.io - Skill Transformation for Revenue Teams. Trained 11,000+ sales professionals and leaders. MSG ME if you're looking to upskill your SaaS sales or revenue team.
The two worst questions to ask during sales demos: 1) what questions do you have? 2) does that make sense? 10 questions to ask instead (that actually close deals): 1. How are you doing [x workflow] today? Ask this right before you demo a feature that helps with that workflow. It forces your buyer into a state of contrast: How they're doing it today vs. how they COULD do it with your product. 2. How does that compare to how you're doing it now? Same concept as the first question: Only this time, you ask AFTER you showcased the feature. Value comes from contrast. This works beautifully. 3. To what extent do you envision this being useful in your situation? This is a great, non-cheesy way to get them imagining using your product. 4. How do you see your team using that? Great question to ask decision makers who get VALUE from your product, but don't use it themselves. 5. To what degree is this resonating so far? Great 'mid point' demo question to ask. Far better than 'what questions do you have so far?' 6. To what extent do you see that solving [x problem they shared earlier]? This puts on a 'nail in the coffin' on a pain point they shared. Demo a piece of your product that solves it. Then ask that question. It creates mental 'closure' that what you do solves the problem they have. 7. What benefits do you see showing up in your world as a result of what I just showed you? Easy way to get them voicing the benefits without it sounding like you're trying to hard to make that happen. 8. Where do you want to double-click with a few questions? Notice this is the same as "What questions do you have?" Only, the difference in phrasing is a bit of a 'pattern interrupt.' It makes you seem different than other sellers. A good thing. 9. It seems like that resonated. What challenge is going on in your business that's making that resonate? When you sense you 'struck a chord' during your demo, stop and ask that question. You'll get a treasure-trove of pain and information. 10. It seems like what I just showed you doesn't resonate. Where am I missing the mark? Ask this when you feel you're OFF the mark. Get them talking when you sense you're off track. It's the only way to get BACK on track. - What questions would you add? P.S. If you're a SaaS seller and want to reach the next level of your financial success, give these 30 deal-closing scripts and strategies a try: https://lnkd.in/gZcrmSWE
"What's stood out the most so far?" is my easy flip from what questions do you have.
Chris Orlob This list really emphasizes the importance of guiding the conversation in a sales demo rather than just passively presenting information. What stands out is how these questions are designed not only to gather feedback but also to actively engage the potential buyer in imagining the benefits of your product. It's a thoughtful approach that respects their perspective and encourages deeper, more meaningful dialogue. What's your take on how sales demos have evolved in recent years, especially with the shift towards more interactive and customer-focused presentations? :)
Love these questions Chris Orlob. A question I typically conclude with in an intro call after I share the pitch is “what would you like to unpack further in your demo?”. I find that this question 1) helps uncover what matters most to the prospect and 2) it helps sell the value of the demo by framing the next discussion around the prospect’s specific needs.
Very helpful! Thank you for sharing. Getting the prospect to think of you as a trusted advisor is key, these types of questions allow you to illuminate the path path they should be walking down and feel as those they are coming to the conclusion that your platform is the best solution for them on their own. Thanks for sharing!!
“Does that make sense?” Worst question to ask. When I hear it, i hear the implication “why are you not getting it ? “. Much better to ask the audience”how do you see this improving your process?” Let them share what they learned and fill in any gaps.
Kevin Smith Annabel Thomas (Scott) Thomas Salveniac Nick W.
After you’ve demoed a capability that they found valuable, ask “who else would benefit from this?” Opens the door to reach out to another executive or group.
#10 is one of my favorites.....we've all had those meetings/presentations where there's the uncomfortable silence #11 At what point does your current solution to (x workflow) become disruptive, and why haven't you fixed this already....STAY SILENT
Regional Sales Manager, Midwest States
5moWorst part of "does that make sense" is that it simultaneously has two negative implications: • Uncertainty on the part of the speaker about the accuracy or credibility of the content • Doubt about the ability of the audience to comprehend or appreciate the content. https://hbr.org/2011/09/never-ask-does-that-make-sense