In This Chapter
Preparing your demo for success
Customizing your demo to meet your prospect’s needs
Highlighting benefits and value in your demo
Interacting with prospects during a demo
Presenting the demo
For medical devices, equipment, software, and technology, a product demonstration is a key part of the sales process. A demonstration can prove that your product can do what you say it can, that it’s a good fit for your prospect or her organization, or that it’s easy to use. A widely held belief is that a demo can’t win a deal, but it can lose one. However, a good demo can do more than just keep you from losing ground; it can move your sale forward, shorten your sales cycle, and increase your closing ratio. Unfortunately many demos are poorly executed, delivered too soon in the sales cycle, not tailored to the prospect, or a loosely strung together list of features.
Many salespeople forget that the same best practices ...