How to Do a Software Demo That Sells Like Crazy

in this video I'm going to show you how to do the perfect software demo that sells like crazy hey I'm Marcus Chan founder of vening Consulting Group in which we help B2B sales Pros like you blow out your sales targets earn 250k to 500k plus and become the elite sales Pro you've dreamed of now prior to this I was in corporate sales and sales leadership in which I hid and exceed my quot of 13 years in a row doing 250% plus and hit Club almost every single year now I've made a lot of mistakes in

the past so today I'm going to share with you nine my favorite tips so your demo will sell like crazy and if you stick to the round to the very end I'll even share with you one super easy strategy that you can bolt onto your demos that eliminates objections before they even show up number one don't sell staks to vegans here's what I mean by that I want you to imagine you sell Stakes you sell all types of cuts from lame on to New York strip to whatever and your prospect is a vegan meaning they

don't eat any meat at all now you might have the best steak in the world it's world class class but if you keep trying to push all your favorite sticks onto this vegan the chances are very unlikely they're going to actually buy now this applies to your actual software demos and I found generally speaking a lot of sales people make the mistake which I used to make which is I get on the demo with them and I want to show them every feature Under the Sun I want to show them literally everything underneath the hood

that I think is going to blow their mind I'm shally dozens of things if not even hundreds of things hoping one of them is going to hit home four of them instead what you want to do is present only what is most important and most relevant for that specific person you're talking to and just to over clarify it's important to them and not to you and the reason this is important is most reps was doing basically what I was doing before which is they hop on a demo and they're just trying to show everything throw

a spaghetti at the wall and they're hoping something will stick and hit that will resonate for them but the reality is is the more stuff you just throw out the wall and try to pitch the more you actually push them away let me give you a really simple example cuz this applies to literally any type of sales process so for example this is over a decade ago and I really want to get a new car and I never purchased a nice car before and I was think about maybe getting an Infinity so I went to

the dealership and I had specific goals in mind of what I actually wanted like for me I just wanted a smooth comfortable ride that was good for road trips had plenty of space for myself future family I want a good stereo I want a good storage space and I want reliability when I got there the salesperson had me sit in the car and what did they focus on what did they show me they focus on the luxury wood trim on the inside of the car they show me the amazing updated UI on the center console

they show me all the features and controls within the UI they talked about the low interest rate of financing at the dealership they talk about even the extra rubber mats that I can add on for each of the spots inside the car and also the trunk they talk about the tint and the clear coat and how good it would look now guess did I actually buy it or did I not buy it I definitely didn't buy it versus when I went to a different dealership at Alexis dealership and they asked me question to cover what

I want and I show the specific thing that I wanted that's all they focused on and I walked away within a couple hours after negotiating with them with a brand new Lexus driving off a lot so what you want to ask yourself is this before you walk into the demo if I could present only three things Max to them what would move the needle the most and be the most impactful to them and solve their biggest problems and yes the only way that you're going to be able to answer this question is if you do

an incredible discovery on the front end you know exactly what to actually present on the demo because if you don't do this you'll end up walking demo trying to sell Stakes to vegans also on top of this if you have a SE or sales engineer who's taking care of the demo for presenting everything on there this is something you must guide them in advance prepare them before the call so they don't inate that process with just information overload product overload if you don't prepare them you'll end up hearing the pro say wow that's a lot

let's digest this and which we know ends happening after that number two adap for the audience most people just do a can demo or pitch that's why feels insincere to that Prospect that's why I always feels the same every single time and that's why most prospects walk away thinking that was a waste of my time you want your demo to feel like it was custom fit for them and that's even if you are saying virtually the same thing like 80% of the time because the truth is for majority of those who have the same ICP

that you're selling to you're going to find most of them have very similar common problems so if you're uncovering these key things in your Discovery up front it makes it far easier be consistent on the back and of actually present to them adjusting some of the lingo you use to solve the specific problem that they're wanting to solve for now quick side note if you have multiple buying influencers who are on the call which by the way is super normal especially in today's time you need to be able to adapt and present different features or

parts of the solution to ensure everyone walks away having the problem solved and again the only way you're going to be able to do properly is either number one do incredible Discovery up front but also potentially number two if you have new players on that demo call to do a little bit of quick discovery on the spot before you go the demo to ens show or everyone walks away seeing the value in the solution number three link every feature that you present to a direct benefit and how it aligns to solving their problems and helping

them achieve their Core Company initiatives you want to tie into different components from like my Discovery framework the powerful framework such as the cost of an action or opportunity cost let me give you a really simple example let's say you sell a software for time sheet reporting a poor or a transactional example will be saying something like you can pull any report you want on overtime now here's a better one that's far more transformational you can pull any report you want on overtime so within 3 seconds you can identify who consistently does overtime over any

time frame which means you can then either coach or manage performance even more effectively which will help you make better decisions on who to keep on the team or who to remove or who needs more training which will help you build the high performing cold culture you are looking to take your or to 30 million ARR so you can see there's a drastic difference there because one I'm just staying with the feature does and the other I'm not just saying what it does but I'm literally explaining the benefits of it and how it aligns to

overall initiatives in the organization it's a small shift but a big difference literally imagine if you did the same thing for every single feature you drop and if you're not able to that means you potentially miss things earlier in your Discovery process number four make it interactive now have you ever seen the eyes of your pro glaze over as you go through the demo and you feel rushed to go through it chances are pretty good you were not interactive enough and this is important for literally all human beings when they're going to be looking at

a screen or presentation of any sort so for example think back to school which classes did you actually enjoy the most you either have teacher number one they use whiteboards and they basically PowerPoint you to death and then maybe they ask you some questions at the very end or teacher number two who may still use the same tools but they ask questions and make it very conversational without provoking questions out of the two teachers which one of them are you going to actually enjoy the most but also retain and feel the impact from more now

obviously it's going to be the second one so what you want to think about is as you're presenting different features and you're engaging with the prospect you want to use different questions to make him fall more interactive so here's just some simple easy examples of prompts that you can OB adjust based off your situation to gain their feedback and gain their Insight make it far more conversational there are simple questions like hey what do you think how do you think you'll be able to use this hey what benefit do you think your teammate see out

of this what benefit do you think your customer will see out of this what do you think your boss might think about this what are your thoughts on this can you see how this would solve big problem you get my point the key is make it interact by asking questions that gets them to pause and respond back so you have a deeper conversation and again don't be transactional with it as they respond back go a little bit deeper in terms of what they're saying so you can have a nice rich conversation so they can really

internalize and see themselves utilizing whatever you are selling number five keep it simple now if you've done even a few demos or presentations you probably know way more than your ideal customer profile and I want to share with you one my favorite quotes by Leonardo Vinci which is Simplicity is the ultimate sophistication and the smartest people in the world are able to take complex things and make it really simple so everybody can understand it's actually very easy to make things very complicated is actually very hard to make things very simple so here are a few

simple tips to actually make it simpler and easier for your proc to internalize and understand so they have better experience on the demo number one use really simple easy language and this applies even if you're talking to someone really technical you might feel naturally more inclined use more complex or bigger words but the simpler it is the more likely they're going to be able to understand it and that means the messaging is far tighter as a result so remember fancy fails and simple scales number two only show them what's most important to them this has

my PRI from before if you feature dump and you just trying to throw everything at the wall the reality is is you may have dozens incredible features that you want to show them but they might only really care about two or three things so the more you throw at it the more actually make Cloud the actual value proposition that you're actually offering them number three use words literally like simple and easy for instance with one simple click you can pull a report within seconds it's super easy to do for anybody number four break things into

listicles if you can so this is taking somebody and putting a frame around it so they can contextualize it even more so for example even with this video today I broke down I'm going to share nine specific tips for you so now it gives you a frame of reference as part of this training video now going into say a sales demo you could say something like hey so to solve this problem High turnover we're going to do it in three simple steps or with our solution here's four core pillars we cover as part of our

service number five avoid using company acronyms that are not common industry jargon now it's one thing to use industry acronyms and jargon it's another thing to be stating things that maybe make sense for the company you work at but outside of that world people are confused because if you confuse them you're going to lose them and the sixth thing is as you're going through you also want to make sure you're pausing between features this allows them to process and digest it all because reality is I made a mistake where I go on the call with

them and I'm almost like a machine gun dropping like a million features and I'm like and now they're overwhelmed and they're like that was a lot looks incredible let me process and digest it and reality is is if it take if it's too hard from the process that creates friction to moving to the next stage in the process number six use their language as you're doing your Discovery you should be taking note of specific vernacular or wording they are using this is from the problems they're running to the emotions they're feeling to the challenges are

running into because you want to utilize that language as part of your demo so I want you to imagine if you are a big golfer and you've golfed your whole life when you meet a completely brand new stranger who's also a big golf in the golf for a long time you are probably have very common lingo language you're going to share and you're going to build a bond really quickly as a result you just naturally trust them more because you're already talk on the same thing this is no different in sales so if you want

to come to a specific lingo or language you're using you want to incorporate that through your whole demo through your whole Discovery because this will help build the trust closer to them between you and them so for example even I mentioned before when you are going to be presenting the demo to them and you also want make it feel customized to them even if you're basically saying the same thing majority 80% of the time you want to customize based off their language patterns and the words they're using especially if they have internal lingo doic from

their company to describe their pains or problems or issues because what happens is it subconsciously shows that you were listening to them and helps build trust between you two let me give you a really simple example let let's say you sell some sort of software for maning accounts receivable so earlier you had said that since the AR tracking process was so manual it was stressing you out as you were dependent on your AR clerk to do it properly and you worried about losing track of payments is that right here's how we can get rid of

that problem notice some of the language I'm using there I'm using terminology they they're using I'm using some of the motion language as well this makes it a far more powerful connection that you actually understand it feels far less canned number seven prove it this is the one where I see majority of people completely miss this they get so stuck in the feature dump they don't realize that every buyer is really skeptical of them so because of that you want to make sure you are proving everything you're talking about especially if you're making big bold

claims to solve whatever issues running into so you want to imagine that you are guilty until proven innocent meaning you got to prove everything and back it up this leads to more influential argument and business case for your solution and you can do this through many different ways such as tell very specific in relevant stories sharing discussing very specific case that's relevant to them in their use case discussing different testimonials of happy customers just like them this could be research findings this could be thirdparty sources you could physically show and demo it in a live

environment not just like a fake demo deck you get my point ultimately you want to leave zero doubt and remove uncertainty in their mind that you can solve their problems and help them achieve the desired results they're looking for and the truth is the right prospects will pay far more for certainty and let me give you a really simple example for my own personal life over a decade ago I used to have to wear glasses cuz I'm pretty much used to be blind as a bat so these huge thick glasses and I wanted to get

lasic and I went to one doctor and it was around $5,000 which was around the going market rate but then there was also other place that was about $22,000 now this company that was for $5,000 had only thousands of reviews had been around for like 20 years and they already started using technology early on and they had so many success stories and been for so long they open multiple locations and the doctors themselves had a lot of experience a lot of results and a lot of happy customers and that was the one that they charging

5K for this other one I found was 2K and they had just opened that year they didn't really have any reviews I couldn't really find out much about the doctor and and all I really had was just a couple reviews I found on Google for them which were decent reviews but that was it now for me personally I don't know about you but I really want to make sure whoever did my eyes they got it right the first time I definitely did not want to go blind and want to make sure it was done right

so I happily paid over double that amount for certainty to go with the right professional who had the backing the history and the results to get my eyes done and if you sell a high price solution which you cost more than competition this is one of those steps where I find many people completely Miss until the very end when the customer is asking for references or talking to you know different customers Etc the key is you want to start doing upfront as part of your process through the stories you tell through the cases through the

examples I mentioned early on espe part of the demo so when they get down the demo they're already certain your solution's amazing they can trust it and it's the best possible solution already out there number eight make it smooth now this is something I don't see too people ever really talk about but how does your demo feel if you were outside looking in is it choppy clunky awkward is you trying to navigate multiple stakeholders and it's clunky pulling up your screen you're not sharing the right things you're kind of going back and forth you're clunky

with your SC and unfortunate part is I review a lot of demos and I see a lot of that unfortunately so think does that really create trust in their mind and I think about it it's like a movie if you watch a low quality lowbudget movie you can almost tell by the cinematography by the acting and by how things are flowing through the quality movie versus somebody has more a higher budget or better director you can feel the DraStic difference in the experience on there so if it's clunky and awkward the movie your viewer your

receiver the pro they're going to feel that and but if it's smooth and clean and professional and things just seem to work in sync they're going to feel that too it's increase their trust with you what you want to think about is when you're running the demo whether it's yourself or with an sc does it seem like you've been doing this for 3 5 10 years plus or does it seem like you're still trying to figure it out and you just trying to try to get your bearings still and and here's the thing to actually

make it really smooth it's not complex at all all you really need to do is prepare and control everything that you can and then practice it so for example if you are doing demos with your SC and there's a handoff practice it with them literally go on Zoom with them together and just act as if you're doing it live and practice with them and practice makes perfect do it over and over until it's seamless and muscle memory what you don't want to do is be clunky and weird on there because ultimately at the end of

the day the smoother you are the better the experience you create for them the more they're going to remember that experience but the reality is if it's clunky it's we weird it's awkward you're not able to pull stuff up properly you're like you can't like where's this deck where hold on one second they're going to feel that as well it's going to cause to lose trust in you and reality is we as sales people walk on the calls we're already at disadvantage where most buyers don't trust us so what we want to do is prove

them wrong by controlling what we can't control like these PS I've already shared so far number nine remove objections here's a really cool part if you have done demos for a while you're going to find majority of people have the same consistent objections up front and if you know it to be the case you can actually build into your demo or into your Discovery way to actually remove the objection before it even shows up or at the very least it helps them mentally get warmed up to the whatever objection they might have and help minimize

the actual impact instead of at the very end so let me give you a couple examples let's say for example a common problem is going to be low user adoption after someone gets brought on board and it's a common concern because the company doesn't want to invest into a software and have nobody using it and waste bun everyone's time so what could you do on the front end as part of your demo to help eliminate the objection before it actually happens bring it up for example let's just say your company has a great onboarding process

and great backend support So as part of your demo you can say hey sometime what people are a little bit concerned about is they're worried about low user adoption so that's actually why we are proactive in our approach and let me walk you through the onboarding process step by step and the backend support which helps us increase adoption drastically which will help you get the Roi you're looking for or maybe if another concern is they're unsure if the Integrations will work with their Tech stack the cool part is you just simply ask those questions up

fromont what Integrations they require early on your process in the discovery phase and then present the Integrations on the actual demo or maybe they're unsure if your startup could handle their Enterprise account and their needs because they're a huge organization before you get to the end part of your demo shows very specific case studies and stories of similar siiz businesses that partner up and their incredible results they actually got again when you do this proactively you will actually minimize if not eliminate objections before they show up at the very end and you want to think

about objection at every single level and this way you can upfront deal with them because let's say for example if you're presenting to a champion and you know you have to get maybe a C Level exec involved and you know C Lev ex has certain concerns you deal with it up front in the discovery in the demo so that way if the objection shows up later it's far easier for them to overcome and your Champions actually armed actually solve this objection before it gets too big of a deal and actually stalls your process out so

there you have it nine super simple tips to help your demo sell like crazy by implementing these nine tips exceptionally well you'll see your Clos rate Skyrocket now if you want our help to help you crush your sales demos head below call to my team to see if it's a good fit for our coaching programs and if you want to see the exact sales methology for a powerful Discovery process that leads to 40% plus win rate I'll see you in this next video right here