This episode of the Live Better Seller Better Podcast features Mor Assouline, Founder of FDTC (From Demo to Close). Mor gives golden tips on how to enter the demo better by asking 3 questions on the prospect's why, goals, and timeline.

By using natural language and conversation, discovery can be done more thoroughly, demos can be performed more impactfully, and get you to the close much more naturally.

HIGHLIGHTS

• 3 questions to ask before a demo
• Your tone matters, so pay attention
• Be confident with your ask: Closing is a yes or no question
• Remember: It's what's in it for them, not for you

QUOTES

Mor: "There are 3 questions I think are extremely important to find out before you even get started with a demo. It's the why, it's the goals, and it's the timeline."

Mor: "Only show the features, at least in the beginning, prioritize the features that solve the prospect's problem, the challenge, and align to their goals. So if they want to solve a problem or achieve a goal, start with those particular features. Don't waste your time with the bells and whistles."

Mor: "It's like collaboration. How do we get this to the next step and asking that question to the prospect. That's more about what's in it for them."

You can find out more about Mor in the link below:

• LinkedIn: https://www.linkedin.com/in/morassouline/
• Podcast: https://podcasts.apple.com/us/podcast/saas-talks-from-lead-to-close/id1399730223
• Website: https://demotoclose.com/