30 Minutes to President's Club | No-Nonsense Sales
254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
Oct 8, 2024
In this conversation, Gal Aga, CEO and Co-founder of Aligned, shares valuable insights from his extensive sales background. He emphasizes the need to understand the problems your solution addresses before discovery calls. Gal advocates for presenting diverse scenarios to handle buyer objections effectively. He highlights the importance of connecting problems to their root causes and using storytelling in demos to resonate with potential clients. These strategies aim to make business cases more compelling and relatable to the buyer's everyday experiences.
39:50
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Quick takeaways
- Understanding your audience's underlying problems and using storytelling in demos creates a more relatable and impactful connection with buyers.
- Presenting multiple outcome scenarios during sales discussions enhances transparency and fosters confidence by addressing potential objections upfront.
Deep dives
Why Demo Formula: Shifting the Focus
The importance of using a structured approach in product demonstrations is highlighted, specifically through what is termed the 'why demo formula.' Traditional demos often concentrate solely on the features and functionalities of a product, missing the critical connection to the problems being faced by potential customers. To improve this, it is crucial to prepare in advance by understanding the typical issues faced by the audience and mapping out how the demonstration can effectively address these concerns. For example, in a discussion on multi-threading difficulties, demonstrating how the product uncovers hidden stakeholders shows a clear connection between the solution and the customer's pain point.
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