So I know how it is; you’ve been working so hard to get a meeting with a prospect and you finally land it! The date finally arrives, you log into you web conferencing system and dial into the phone conferencing line and you’ve finally connected and you’ve got about 60 mins locked in on the calendar.
This is exactly where things start to go downhill.
You thank the prospect for meeting with you and begin to display your sales deck — which was usually made by “marketing”, is way too long, has way too much jargon, and is clearly boiler plate.
You spend 15 mins on the deck, and are proud of yourself because it was a smooth delivery and your attitude was pretty great.
Next, you dive into your awesome product demo.
You do this for next 45 mins, showing every bell and whistle that your product contains, and then you rush through a 1 min closing statement because you are over time and everyone is now late to another meeting — including yourself.
I know it does for me.
That was how most of my “sales calls” went for the first few years of my saas-sales career. I even would default to this bad or worst practice at times even as senior sales executive, mostly when I was unprepared or under-pressure.
Why this is a bad/worst practice:
A few thing wrong here. First of all, you can give a boiler plate deck, buy keep it short, sweet, and to the point. Maybe it covers customers logos, quick company highlights, and move on. If it’s too long you will lose the prospect’s attention and they’ll be on their mobile phone checking baby pictures on Facebook before you even get half-way done with your deck.
Now, I know that you can’t make a custom deck for every sales call, and if you’re a sales development/inside sales rep just trying to qualify the prospect, you might have limited information about the prospect. However, beating them over the head with irrelevant stats and content is not a good use of anyone’s time and can be counter productive.
I also understand that sometimes the prospect expects you to give them a detailed demo of your product and even asks for it.
Remember this, the more relevant and personalized the demo is, the more powerful it be. Discover 1-3 things about your prospect that maps to features in your product, and show those.
Try to keep the demo to 10-15 mins unless of course the prospect asks you to show them more.
Once you’ve touch on a few key features that map to something that you have discovered was relevant to them, stop demoing, and move on to the next step.