30 Minutes to President's Club | No-Nonsense Sales #279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
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Apr 2, 2024 Mike Tran, Senior Manager at Grammarly, shares valuable insights on building technical depth in sales demos, emphasizing the importance of understanding customer pain points, linking product benefits to customer problems, and preempting concerns effectively. He also discusses the collaborative approach between Sales Engineers and Account Executives, and strategies for handling technical difficulties during demos.
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Paint Vivid Before/After States
- Paint a vivid picture of the current painful state before showing the improved state with your product.
- This creates emotional connection and makes the demo more impactful.
Preempt Customer Concerns Early
- Preempt common customer concerns like security by addressing them early in the conversation.
- This builds trust and prevents objections from dominating the discussion.
Add Discovery Before Demo
- Always add 15 minutes of discovery at the start of your technical demo.
- Use this to gauge the room's needs and tailor the demo appropriately.