30 Minutes to President's Club | No-Nonsense Sales 88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
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Feb 23, 2022 Mor Assouline, Founder of FDTC and former VP of Sales at Okendo, shares his insights on transforming product demos into compelling experiences. He emphasizes starting demos with personal introductions to build rapport and highlights the importance of asking justified questions to lower customer defenses. Assouline advocates for tailoring demos based on discovered pain points, ensuring they resonate with potential buyers. His tips on leveraging vocal tonality further enhance the impact of presentations, making every demo relevant and engaging.
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Justify Your Questions
- Justify your questions to prospects, especially during discovery or demos, to lower their guard.
- Align the justification to their benefit, like offering a comparison of competitors.
Continuous Discovery
- Use continuous discovery throughout your demo; don't just ask for questions at the end.
- Engage prospects with comparative questions, such as, "How does this compare to what you were doing before?"
Proactive Listening
- Practice proactive listening to understand the real reasons behind a prospect's statements.
- Dig deeper by asking "why" multiple times, uncovering the root cause of their needs.