Guess what is the most hated task in the entire sales cycle? While most might say, “Customers ghost us after getting the information,” if you ask the Presales Team, they unanimously say a demo of the same product multiple times or Pilot/Proof of Concepts.
A good demo can make or break the deal. But how can we make it enjoyable for the prospects and less monotonous for the team?
Before we delve into the actual concept, we would like to discuss a company with highly enthusiastic people who are redefining the way Goa (India) can be experienced in its true sense. Soul Travelling—Explore Offbeat Goa.
For many, Goa is a party place until you explore it with the Soul Travelling team, learning about its history, culture, culinary experiences, and cuisines—their origin, the relation between the Portuguese, Arabs, and Indians way back in the 16th century, Nature trials, etc.
In short, what are they doing differently?
Immersive Experiences and Guided Trials by Knowledgeable Team
** Am I promoting Soul Travelling here? I’m not sure.
If we can draw parallels and get inspired from them to sell your solutions and services and beat the quota, you may enjoy your last quarter exploring Goa with them without being bugged by your boss for another sales demo.
Driving Immersive Experiences with Your Customers:
Many Sales Engineers or Solution Engineers are obsessed with the magical functional features of their solution (as perceived by them) and miss the point that the prospect is least bothered about those magical features you put your soul into building.
Instead, we should have an Empathetic Approach that can make prospects’ lives easier, deep expertise in the solution we are selling, and effective communication to connect with your prospect.
To get there, the first step is understanding the Personas of the audience to whom you will be speaking, showing the demo of your solution, and discussing the pain-problem solution.
Building the solution demos around those personas helps us put ourselves in their shoes, understand their perspective, and position the solution in accordance with their thoughts.
Is Persona a single person? Maybe not. However, it has more to do with demographics and the psychology of the many stakeholders you can expect to meet. The Qualitative and Quantitative metrics of each stakeholder vary, and many sales engineers need more preparation to answer them as their focus is on the Magic Functional Feature that they introduced into the solution.
Are Personas always Visible to us? Maybe not. There are Stealth Personas in the sales cycle who are interested in those additional technical details. As a sales engineer, can you get the essential technical information to drive the flow?
It is OK to ask for time to connect with the tech team to give a detailed explanation of the technical features (e.g., security parameters, technology used, or quality parameters). Still, it is equally essential to presume the hidden persona can come to light at any point in the journey.
Now that we have understood the importance of mapping the Personas, their validated and presumed pain points, and the depth of expertise required.
Let’s reiterate the point:
Understand the different Personas you might be dealing with and have an Empathetic approach that can make their lives easier. Have deep expertise in the solution, complementing details to address the Stealth Persona Needs, and effective communication to connect with your prospect.
In our next blog, we will be writing about Discovery and Immersive Demos.
Who are we?
I am Phylli from Digital Leaf Solutions. I work with CXOs to elevate their company’s brand positioning and to craft immersive, multi-sensory experiences that help them connect with their customers on a deeper emotional level.
We are passionate about creating innovative Sales Enablement Strategies through Sensory Content Management. If you enjoyed this article, subscribe to our newsletter here: Engage the Senses, Build Brand
