TELL – SHOW – ASK
TELL them what you are going to show
SHOW them
ASK Questions
Useful phraseology and thoughts for demos and customer interactions :
Repeat and Clarify questions – get thinking time and the REAL question
Sell WITH not TO
Less is more – We aren’t paid by the Word – we are not educators – we should explain and show just enough to make the prospect want to buy from us.
Getting away from ‘Does that make Sense’ – ‘Is this what you had in mind ?’
‘Any questions on what we have covered so far ?’
‘What stands out the most so far ?’
‘How is this better/worse than today ?’
‘What could you do with this data ?’
‘How would this impact your Team/Org/Business ?’
‘What problems would this solve ?’
‘Anything you’d want to change ?’
‘I’d like to start our session today by understanding the main challenges you’re facing with your current solution’
‘As we discussed your need for x let me show youi how feature Y specifically addresses that’
‘I’ll now show you how this works in a live environment so you can see first-hand the speed and efficiency..’
‘One thing that really sets us apart from other solutions is our x which y’
‘Imagine being able to do this with your inventory while still cutting costs’
‘Let me give you an overview of how our solution is used in industry y’
‘I’ll walk you through the x process to show you how easy it is’
‘You mentioned that x was a prioriy…’
‘I’ll take you through what this process looks like’
What Problem do you have you don’t want ?
What Solution do you need that you don’t have ?
‘I’m going to give you a few moments to take a look at what is on the screen’ – Sips Drink – Drives engagement and sets a natural break