Tip of the Week #46 – Better Demos
Sales Manager John Mullins joins us this week to share some of his own experiences and lend some advice on giving a smart and effective print software demo.
At PrintVis we implement and deploy complex software systems, perhaps the most complex systems that a company will ever install. While we emphasize standardization for consistency and ease of deployment, it is after all a full ERP.
We have a good design for rapid installation, a plan for training, and a plan for Go-live, and even a plan for extended support. This is all needed to keep our ever-demanding clients happy and their operations running smoothly. But how do you demo PrintVis/NAV – a system which will touch every department in a company when deployed fully – if your prospect only gives you an hour, or maybe two?
We have all experienced those demos which “go sideways” – the ones where you immediately dive into so much deep system information that you lose the entire audience and are unable to get the prospect back on the phone. Then there’s the demo where you spend a long time explaining some impressive functionality, only to have the prospect finally say, “yes but we don’t do a lot of that”.
If we follow a few simple steps to avoid such misfires and ensure that the prospect stays on track, we can demo enough to keep the sales process moving forward without stalling. To that end, we at PrintVis are starting on two basic initiatives.
Hopefully if we add this step in before just firing up the software and hoping to show them one or two key things they want to see we can add a lot of value to the demo, keep more prospects engaged in the sales process and CLOSE MORE DEALS.
Thank you John!