{"id":41347,"date":"2020-02-01T00:00:00","date_gmt":"2020-02-01T00:00:00","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/sales-demo-best-practices\/"},"modified":"2025-07-16T01:12:33","modified_gmt":"2025-07-16T08:12:33","slug":"sales-demo-best-practices","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-demo-best-practices\/","title":{"rendered":"10 sales demo best practices to close more deals"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">There\u2019s an 80% middle ground between the 10% of great sales demos and 10% of sales demos that will fail.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Regardless of effort, accuracy, and optimism, this is the viewpoint of <\/span><a href=\"https:\/\/review.firstround.com\/your-product-demos-suck-because-theyre-focused-on-your-product\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Robert Falcone<\/span><\/a><span style=\"font-weight: 400;\">, co-founder of marketing software Monetate. And he\u2019s right.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">How many times have you been on a sales demo and felt underwhelmed?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Actually, it\u2019s a trick question.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You probably don\u2019t remember them\u2014because you were so underwhelmed. You didn\u2019t buy the product, and you forgot all about the demo. We don\u2019t want that.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this post, we\u2019ll look at:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><a href=\"#What makes a sales demo successful\"><span style=\"font-weight: 400;\">What makes a sales demo successful<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#10 sales demo best practices that\u2019ll help you close more deals\"><span style=\"font-weight: 400;\">10 sales demo best practices that\u2019ll help you close more deals<\/span><\/a>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">1. <a href=\"#Have a good (and flexible) sales demo script.\">Have a good (and flexible) sales demo script.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">2. <a href=\"#Have a sales demo agenda ready.\">Have a sales demo agenda ready.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">3. <a href=\"#Provide sufficient sales demo training.\">Provide sufficient sales demo training.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">4. <a href=\"#Become a product champion.\">Become a product champion.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">5. <a href=\"#Tailor your sales demo.\">Tailor your sales demo.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">6. <a href=\"#Schedule time before the demo to prep.\">Schedule time before the demo to prep.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">7. <a href=\"#Make sure your sales demo is hands-on.\">Make sure your sales demo is hands-on.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">8. <a href=\"#Run video sales demos.\">Run video sales demos.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">9. <a href=\"#Get creative with Q&amp;A.\">Get creative with Q&amp;A.<\/a><\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">10. <a href=\"#Record your demo for future use.\">Record your demo for future use.<\/a><\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<hr \/>\n<p>\ud83d\ude80\u00a0 Start closing more deals with this<strong>\u00a0free outbound sales playbook<\/strong>.<\/p>\n<div class=\"download-form-widget standart-download-form\" data-url=\"https:\/\/netstorage.ringcentral.com\/documents\/outbound_playbook.pdf\" data-id=\"6a08fb4973c72\" id=\"6a08fb4973c72\">\n\t\t<button tabindex=\"on\"  on=\"tap:6a08fb4973c72.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\udcd9  Get the playbook<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">\ud83d\udcf1 Get your team pitching, prospecting\u2014and closing\u2014with this free outbound sales playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get it now\">Get it now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:6a08fb4973c72.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Enjoy!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<hr \/>\n<p><a name=\"What makes a sales demo successful\"><\/a><\/p>\n<h2 style=\"padding-top: 35px;\">What makes a sales demo successful<\/h2>\n<p><span style=\"font-weight: 400;\">According to a <\/span><a href=\"https:\/\/www.gong.io\/blog\/sales-call-steps\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">study by Gong.io<\/span><\/a><span style=\"font-weight: 400;\">, successful demos include 12.7% more time talking about the next steps than their unsuccessful counterparts. Meaning you have to let your prospects know what they have to do <\/span><i><span style=\"font-weight: 400;\">after <\/span><\/i><span style=\"font-weight: 400;\">the demo is over. Don\u2019t just say goodbye and let them go!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To make sure you\u2019re doing this consistently in your sales demo, you have to spend considerable time planning each demo. Often, this will be 10x the time you actually spend doing the demo.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, if your demo is typically an hour long, you might have to spend around 10 hours preparing for the demo. (Of course, you don\u2019t <\/span><i><span style=\"font-weight: 400;\">have<\/span><\/i><span style=\"font-weight: 400;\"> to do this, but generally speaking, the more prep time you put in, the better.)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are a few thing to do as you\u2019re preparing for a sales demo:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><b>Research the company research.<\/b><span style=\"font-weight: 400;\"> What does your prospect do, and who are <\/span><i><span style=\"font-weight: 400;\">their<\/span><\/i><span style=\"font-weight: 400;\"> customers?<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Gather requirements.<\/b><span style=\"font-weight: 400;\"> What are the problems they need to solve?<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Understand priorities.<\/b><span style=\"font-weight: 400;\"> What functionality or problem is most important to your prospect?<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Assess the environment. <\/b><span style=\"font-weight: 400;\">What current products are they using?<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Gauge appetite for change.<\/b><span style=\"font-weight: 400;\"> What are their upcoming projects and timelines?<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Once you\u2019ve thoroughly gotten to know your prospect, you can start thinking about optimizing your sales demo.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Next, we\u2019ll walk through 10 best practices to make sure your sales demo stands out against your competition.<\/span><\/p>\n<p><a name=\"10 sales demo best practices that\u2019ll help you close more deals\"><\/a><\/p>\n<h2 style=\"padding-top: 35px;\">10 sales demo best practices that\u2019ll help you close more deals<\/h2>\n<p><a name=\"Have a good (and flexible) sales demo script.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">1. Have a sales demo script<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The script should be the core of any sales demo. Whether your sales force is one person or many, your demo needs a consistent message.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But this doesn\u2019t mean you need to recite a script word for word. Far from it, actually.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What you do need to do is make sure that your salespeople are familiar with the flow of your script\u2014like when to introduce the next feature or benefit and when they should speak more quickly or slowly.<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><strong>Pro-tip:<\/strong><\/div>\n<p>Your demo script should take the form of a story. It needs a beginning, a middle, and an end.<\/p>\n<\/div>\n<p><span style=\"font-weight: 400;\">The demo should begin with how your solution can solve your prospect\u2019s problem. If you\u2019re selling an email marketing tool, the problem could be that your prospect\u2019s email open rate is low or nobody is buying their product despite sending four emails a month.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this example, you\u2019d spend time relating to the prospect, their day-to-day activities, what success looks like, and how success is measured. If their major pain point is that they don\u2019t know how well your product is actually performing, you might need to start and spend more time on the analytics or reporting options for your product.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To nail your demo script, develop buyer personas with your marketing and sales teams to establish the most common questions you get from prospects. Once you know the majority of problems your product or service solves, you can best prepare your demo script.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the world of enterprises and large conglomerates, this would be a single job. However, in more close-knit organizations, everyone should rally together to establish buyer personas.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your script could look something like this:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Introductions<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Problems identified<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Company background<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Features that solve your prospects problem<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Product specifics\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Prospect hands-on time<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Q&amp;A<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Wrap up and next steps<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">When your personas are ready, run through a beginning for each scenario and learn the signals for accelerating your demo. If you\u2019re losing your prospect\u2019s attention, wrap up that section and move onto the next one. If they want to pause and ask questions, let them. This is a sign that they\u2019re interested at this moment in time, which could be the most important part of the demo.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When your demo\u2014and therefore script\u2014is coming to end, make sure you have clear and consistent next steps. This is easily achieved with a bullet-pointed slide. Start with a general next steps slide and build it out as the demo progresses.<\/span><br \/>\n<a name=\"Have a sales demo agenda ready.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">2. Have a sales demo agenda ready<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The agenda is a crucial part of every meeting\u2014not just sales demos.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Without an agenda, any meeting can spiral out of control quickly. Your agenda should act as a visual aid to your script or story (referenced in step 1).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Begin your demo by going through the agenda, which should:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Include the prospect\u2019s background and problem(s) you aim to solve<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Address the functionality you\u2019ve specifically called out as most useful for this particular prospect<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Cover what the prospect can get from the specific demo that they won\u2019t get anywhere else<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Conclude with takeaways and next steps<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">To build your agenda, refer back to your demo script. As you walk prospects through your demo more and more, you can revise and improve your script, agenda, and demo.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Over time, your agenda can become the backbone of your sales demo. However, it\u2019s easy to forget all about it if you only include it at the beginning of your slide deck. To avoid this, simply add the agenda slide at key points of the demo\u2014like after the first feature run-through and before the Q&amp;A.<\/span><br \/>\n<a name=\"Provide sufficient sales demo training.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">3. Provide sufficient sales demo training<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">It goes without saying that you need to be trained to run a good demo. You can\u2019t expect just anybody to join your sales team and demo your product on day one.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you don\u2019t train your staff or yourself on your product, you won\u2019t be able to run a good demo. The same goes for if you don\u2019t train your team on running the demo itself.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t waste time and resources on bad (or even average) demos. Practice and train regularly.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To make sure you and your team are always ready to present your sales demo at the drop of a hat, there are a few steps you can implement:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li><b>Create a formal training accreditation.<\/b><span style=\"font-weight: 400;\"> New sales staff can only demo your product or services once they are demo certified.<\/span><\/li>\n<li><b>Do regular training camps or demo recaps.<\/b><span style=\"font-weight: 400;\"> Seasoned sales staff can provide refresher sessions to less experienced salespeople.<\/span><\/li>\n<li><b>Send fresh hires to new business meetings or invite them to listen into sales calls.<\/b><\/li>\n<li><b>Use your product as much as possible. <\/b><span style=\"font-weight: 400;\">The best demos are performed by the people that use the product or service the most.<\/span><\/li>\n<\/ul>\n<p><a name=\"Become a product champion.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">4. Become a product champion<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Being familiar with your <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales software<\/a> is no longer enough. The best sales demos are performed by people who live and breathe your product or service.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These people are your product champions. That doesn\u2019t necessarily mean they know all the technical details\u2014they probably couldn\u2019t create your product from scratch. However, they are the people who use your product day in day out. So much so that the core principles of your sales demo are second nature.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To help your salespeople level up to product champions, there are some things you should do\u2014and some may be things you haven\u2019t thought of:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><b>Use your tool internally<\/b><span style=\"font-weight: 400;\">\u2014expect organic product evangelists to appear when your product is central to their working day<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Embrace gamification<\/b><span style=\"font-weight: 400;\">\u2014have regular quizzes and make a leaderboard for product knowledge (not just for sales figures)<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>See if you can beat your best score over time<\/b><span style=\"font-weight: 400;\">\u2014especially if you are a solopreneur.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Take turns presenting internally<\/b><span style=\"font-weight: 400;\">\u2014at <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-meetings\" target=\"_blank\" rel=\"noopener noreferrer\">sales meetings<\/a>, at your company all hands, whenever there is an opportunity<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Present to people outside your business that aren\u2019t customers<\/b><span style=\"font-weight: 400;\">\u2014friends, former colleagues, and mentors<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Be seen as a product champion<\/b><span style=\"font-weight: 400;\">\u2014talk about your product in a blog and on social media and establish an online presence to provoke questions that will improve your demo<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Once you implement even some of these, your salespeople will have taken the first step to becoming product champions.<\/span><br \/>\n<a name=\"Tailor your sales demo.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">5. Tailor your sales demo<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">You know that your demo script and agenda have to be tailored to your prospect (see steps 1 and 2).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When it comes to the actual demo of your product, this must also be tailored to your prospect as much as possible.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s say you\u2019re doing a demo of your email marketing platform product. When you\u2019re showing the dashboard, make sure you\u2019re using your prospect\u2019s name and their company\u2019s name so that they can see your product as if they\u2019re already using it. Don\u2019t make them work so hard to imagine being your customer\u2014show them what it looks like so they can visualize it off the bat.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s a simple checklist that\u2019ll save you time (and potential embarrassment) later down the line:<\/span><\/p>\n<ol style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><b>Spell check any names or brands<\/b><span style=\"font-weight: 400;\"> you use that aren\u2019t included in your core demo.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Use the prospect\u2019s brand logo<\/b><span style=\"font-weight: 400;\"> to make the demo feel more familiar.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Give the prospect a head\u2019s up<\/b><span style=\"font-weight: 400;\"> that you\u2019re using their names and logo (sometimes this can come as a shock if they aren\u2019t in the loop).<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Be familiar with other popular apps that your product can integrate with<\/b><span style=\"font-weight: 400;\">\u2014for example, <\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/zoho-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">RingCentral<\/span><\/a><span style=\"font-weight: 400;\"> can integrate with CRMs to provide one-click calling:<\/span><br \/>\n<span style=\"font-weight: 400;\"><br \/>\n<\/span><\/p>\n<figure id=\"attachment_3506\" aria-describedby=\"caption-attachment-3506\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-large wp-image-3506\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image2-62-1024x562.png\" alt=\"RingCentral and Agile CRM Integration\" width=\"840\" height=\"461\" \/><figcaption id=\"caption-attachment-3506\" class=\"wp-caption-text\"><a href=\"https:\/\/www.ringcentral.com\/apps\/agile-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\">RingCentral integrates with Agile CRM<\/a> so that you can call prospects right from your screen.<\/figcaption><\/figure>\n<p>&nbsp;<\/li>\n<li style=\"font-weight: 400;\"><b>Check the technical requirements<\/b><span style=\"font-weight: 400;\">\u2014whether you\u2019re traveling to a prospect\u2019s offices or not, make sure you have sufficient bandwidth and a screen large enough to demo on.<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">When you\u2019ve checked off these items, it\u2019s time to populate your demo.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If your product is full of data when used in real time, make sure there is data in your demo. Rather than having blank boxes, prepare a mock version so the prospect can see what they will be working with.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you have a product marketing team, this is something you should speak to them about. The success of their portfolio is reliant on you being empowered by their tools.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you don\u2019t have that luxury, come together as a sales unit and develop a demo environment for your agreed personas.<\/span><br \/>\n<a name=\"Schedule time before the demo to prep.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">6. Schedule time before the demo<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">You\u2019ve <\/span><i><span style=\"font-weight: 400;\">thoroughly <\/span><\/i><span style=\"font-weight: 400;\">prepared and the time has come to start your five-star demo\u2014but you\u2019ve been locked out of your account!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Or maybe the internet has gone down or someone vital to the presentation isn\u2019t at their desk.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sound familiar?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Scheduling time for a pre-demo check is crucial for the success of the best sales demos. Rushing into a demo without checking if everything is in order is the equivalent of a pilot skipping their pre-flight checks.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make it standard practice to meet half an hour before (or longer if needed) and run through your own pre-flight checks. It may be useful to have a checklist for this too. Here are a few things to look for:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Internet connection is sufficient<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Meeting room is free\/booked<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Demo logins and passwords work as expected<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Battery has plenty of power\/charger is packed<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Participants know the agenda\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Latest news and talking points about your prospect are up to date<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">If you find this is all in order and you don\u2019t need the full half hour, it might be tempting to shorten your pre-flight checks. Use this time to rehearse, chat, and mentally prepare.<\/span><br \/>\n<a name=\"Make sure your sales demo is hands-on.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">7. Make sure your sales demo is hands-on<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">A demo where you read off slides and present functionality isn\u2019t only boring for you, it\u2019s also boring for your prospect. The easiest way to keep them engaged? Have them do the demo themselves.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This may not be possible for every element of your product, but it should be possible for a lot of it. If your prospect asks to try something out for themselves, you must be prepared to say yes and explain how to complete that task.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To go a step further, you can invite your prospect to participate. Language and phrases like \u201cwould you like to try\u201d or \u201cnow I\u2019d like to ask you to show me how to do this\u201d both engage your prospect and encourage them to ask questions. If they can\u2019t complete the task, then your expertise is the remedy to their problem.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One step even further is to ask your prospect to run the entire demo. If you do choose this route though, this will need to be planned from day one and thoroughly rehearsed. While the best script and agenda can help you steer a meeting, when you put the prospect in control, your improvisation skills can be tested.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your goal here is to get them involved so they instantly become familiar with the look and feel so they feel empowered to be a power-user and a point of reference for your product within their own company. If you can get a power-user on side, you are one step closer to closing a deal.<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><strong>Pro-tip:<\/strong><\/div>\n<p>If you\u2019re using a more aggressive approach like this, be aware of other people involved in the demo. Winning over a power-user is only one person in a company of many individuals and departments.<\/p>\n<\/div>\n<p><a name=\"Run video sales demos.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">8. Run video sales demos<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Aside from generic video conferencing benefits (less travel time for you, a green alternative to physical meetings, <\/span><a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">immersive functionality like screen sharing and HD video<\/span><\/a><span style=\"font-weight: 400;\">), running your sales demo online gives you lots of unique ways to communicate and collaborate if you need help while on a demo.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, <\/span><a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">RingCentral Video<\/span><\/a><span style=\"font-weight: 400;\"> lets you run sales demos and invite prospects to join from a web browser using a link. You can even have your call while communicating with the rest of your team in the background if you need clarification from your manager or have a question that needs to be answered right away:<\/span><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter size-large wp-image-3507\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image3-51-1024x659.png\" alt=\"RingCentral Video\" width=\"840\" height=\"541\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Here are a few of the main perks of running a sales demo via video:<\/span><\/p>\n<ul style=\"font-size: 15px;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Face-to-face communication without the commute<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You can reach a wider audience in multiple locations<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Prospects can share their own screen when they have questions<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Anyone can join from mobile devices even when they\u2019re on the go<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It can be recorded and turned into a training video for new hires and other sales reps<\/span><\/li>\n<\/ul>\n<p><a name=\"Get creative with Q&amp;A.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">9. Get creative with Q&amp;A<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">When prospects have questions, you know your demo has pushed the right buttons.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But rather than just answering the questions, you should use this opportunity to document the questions and provide clear step-by-step instructions right on the screen:<\/span><\/p>\n<figure id=\"attachment_3505\" aria-describedby=\"caption-attachment-3505\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"wp-image-3505 size-large\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image1-74-1024x598.png\" alt=\"RingCentral Video screen sharing\" width=\"840\" height=\"491\" \/><\/a><figcaption id=\"caption-attachment-3505\" class=\"wp-caption-text\">In <a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\">RingCentral Video<\/a>, you can share your screen and add annotations too.<\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">Show the functionality in action, take a screenshot, and document a follow-up on your next-steps slide.\u00a0<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><strong>Pro-tip:<\/strong><\/div>\n<p>Always send a sales demo follow-up email with next steps, actionable items, and a clear call to action. You can also use this as an opportunity to share articles\u00a0 and links to case studies of relevant customers who\u2019ve benefited from using your product.<\/p>\n<\/div>\n<p><a name=\"Record your demo for future use.\"><\/a><\/p>\n<h3 style=\"color: #434343; padding-top: 20px;\"><span style=\"font-weight: 600;\">10. Record your demo for future use<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Every sales demo you conduct should be recorded\u2014either for the purpose of sending to the prospect to recap your demo or for training purposes for future demos. Save the best sales demos to highlight things done well and the less great demos to document lessons learned.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If your demo is face-to-face, this could be tricky to facilitate when you have limited time to set up a camera. With video meetings, you can enable recording with the click of a button.<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><strong>Pro-tip:<\/strong><\/div>\n<p>Once you\u2019ve recorded your meeting, you can use <a href=\"https:\/\/www.techradar.com\/uk\/best\/free-video-editing-software\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">online editing software like Lightworks or Hitfilm Express<\/span><\/a><span style=\"font-weight: 400;\"> to remove pauses and anything that shouldn&#8217;t be shared.<\/span><\/p>\n<\/div>\n<p><span style=\"font-weight: 400;\">The edited recording can then be used for marketing purposes like sharing demos on your website or YouTube page.<\/span><\/p>\n<h2 style=\"padding-top: 35px;\">Start running better sales demos<\/h2>\n<p><span style=\"font-weight: 400;\">Once you\u2019ve applied these best practices for running sales demos, you\u2019ll be well on the way to outperforming your competitors.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When in-person meetings are required or achievable, video meetings have historically been seen as the next best option.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The reality in 2020 is that video meetings are becoming more popular than in-person meetings because they\u2019re more efficient, video quality in general has gotten a lot better, and there are more useful features being built out on video meeting platforms.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Want to run seamless video demos anytime and anywhere? Check out <\/span><a href=\"https:\/\/www.ringcentral.com\/video\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">RingCentral Video<\/span><\/a><span style=\"font-weight: 400;\">!<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>There\u2019s an 80% middle ground between the 10% of great sales demos and 10% of sales demos that will fail.\u00a0 Regardless of effort, accuracy, and optimism, this is the viewpoint of Robert Falcone, co-founder of marketing software Monetate. And he\u2019s right.\u00a0 How many times have you been on a sales demo and felt underwhelmed? Actually, &#8230;<\/p>\n","protected":false},"author":29,"featured_media":41351,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,18390],"tags":[380],"class_list":["post-41347","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-communication-and-collaboration","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>10 sales demo best practices to close more deals | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Learn about 10 sales demo best practices to close more deals and shorten sales cycles, from how to prepare for demos to tools for running them.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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