Balancing showing too much vs too little in demos
One of the most challenging balances in sales: showing too little of your solution vs. showing too much.
If you simply meet buyer requirements, you’ll lose to a lower cost competitor.
This sounds like:
“You had everything we need but we found it all somewhere else for less.”
If you sell more than they need, you’ll lose for being too fancy.
Your buyer will say:
Capture (and keep) you buyer’s attention in software demos
This week we are breaking down how to capture (and keep) your buyer’s attention by bucketing your demo into three categories.
Here’s how you can improve your demos by bucketing each feature you show into these three categories:
Defending Unique Product Differentiators
Effectively using unique differentiators can be the difference between winning and losing a deal.
Unfortunately, most AEs use them wrong. Here’s why and how to fix:
A unique differentiator is a feature/solution you offer that your competitors do not.
AEs love to bring these up in sales calls:
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal.
I think you should almost always bring it up – here’s why:
Trap Setting in Discovery Calls
Let’s talk about trap-setting.
Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your buyer’s required capabilities to include your differentiators.
Here’s how: