A few decades ago, sales demos were face-to-face and typically relied on the sales rep visiting the lead’s home or office. Now, as digital products like Software-as-a-Service (SaaS) platforms have become exceedingly popular, we can move sales demos into the digital world, too.
A live sales demo involves a sales or technical expert but is typically done virtually. It’s easier for both parties to hop on a video call and go through a SaaS platform rather than try to meet in person.
These demos are often interactive, giving leads a chance to use the platform directly and better understand how it might address their needs and pain points. We’ll be exploring common types of SaaS sales demos and then drill down into how live sales demos help make sales.
SaaS platforms can leverage a variety of sales demos to help convert visitors to loyal customers. A few of the most common types of sales demos and how they fit into the buying process are:
A successful live sales demo moves a lead from being interested to becoming a customer. While there may still be additional steps before they fully convert, the live sales demo is typically a pivotal moment in the sales process.
Having a successful sales demo that closes prospects is crucial, yet can be challenging. How can you plan for a successful live sales demo?
You can use premade sales demo environments, scripts, and overall processes — but they should still be modified based on the specific lead. Most leads will have specific pain points and other requirements that vary from other leads. All of the material you’ll be using should be modified according to what you know about the lead’s needs.
Additionally, taking the time to thoroughly understand each lead will help guide how you approach the demo, word choices, and the overall tone of the demo. Don’t make the mistake of applying a one-size-fits-all approach to live sales demos.
SaaS sales demos should strive to be interactive by giving the lead hands-on experience with the platform. Not only will interactivity keep leads engaged, but it will also help the lead see how the product will fit in with existing workflows or solve specific pain points.
Software sales demos should allow leads to explore demo environments with prepopulated data so they can have a true-to-life experience. Interactive live sales demos go far in helping convert a lead into a customer while also preventing cancellations, as they’ll know what to expect.
Checking in with the lead at various stages during the sales demo helps keep everything engaging and moving in the right direction. For example, you might be ready to explore a specific feature of the platform, but after checking in, discover they’re thinking about other areas of the platform.
Adding check-in reminders to your script or other reminders will help establish this habit. Staying on top of the lead’s thoughts and headspace helps you improvise your demo as you go.
The demo should end with what will happen next. This may look different for everyone depending on price points, workflow, and the lead’s preferences. Regardless of the specifics, the lead should leave the call well aware of what’s next before they become a customer.
Some live sales demo tools can also provide automatic reminders, follow-ups, or send onboarding product tours following the live demo. Consider your current or ideal workflow when evaluating different options to find the right tool that helps close the sale after the live demo.