---
tags: Week 8, H3, M12
---
# Intro to sales demo meetings

## What is a sales demo?
Let's start with the basics.

:::info
:bulb: A sales demonstration, or a sales "demo", is when a salesperson delivers a presentation to a prospective customer to show them the features, capabilities and value of their product or service.
:::

The purpose of a sales demo is to secure the prospect's commitment and get their buy-in to receive a proposal.
 

## Keys to a successful demo
As with a good discovery call, there are certain steps and best practices to follow for a successful sales demo. Keep these in mind when going through the module:

- Demo's don't close deals, conversations do. You need to carefully plan and deliver the demo to move towards closing the deal.
- As always, keep the focus on them, not you. Demo your product, but always bring it back to how it can impact your prospects business and or life.
- Tell a story. Keep your prospect engaged throughout the whole call.
- Show only the features that are most relevant to your prospect.
- Recap at the beginning and at the end.
- Never leave without clear next steps.

## Great! Where do I begin?

Let's begin with how you should structure a demo call. As always, there's no single ideal way to do it - you need to find your own.

Here is a typical structure you can follow for now:

:::info
**Sales demo structure**
 
1. Intro – 2 minutes
2. Recap findings so far and present the why – 5 minutes
3. Demo – 30 minutes max!
4. Recap and Feedback – 10 minutes
5. Next steps – 5 minutes
:::
We've simplified this structure into 3 main stages. We will look at each of these stages individually throughout this module.

1. **The introduction**
- Start by setting your agenda for the call.
- Recap the clients objectives that were identified in the discovery call and make sure they're still relevant.
- Start with why. Summarize the needs your company was created to solve and paint an ideal outcome for your prospect after using your product.

2. **The demo**
- Showcase ONLY the most relevant features for your client, not all.
- Steer the conversation into the impact your product can have to solve their problems
- Make sure it's engaging. Tell a story from the beginning and keep it under 30 minutes.

3. **Closing**
- Share a full recap from the call to make sure everybody is aligned and there's nothing you missed. Leave space for feedback.
- People don't know how to buy - make it easy for them. Define clear next steps after the call.

Below is a great video on how to structure your product demo and set yourself up for success. Monica introduces her 5 stage process (notice how it's very similar to the one we presented above?)

{%youtube Eq4g1hA0LcI %}

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