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Software demonstration tips (presales)

By paul7410 ·
Good morning,

As a new demo jockey, I thought it would interesting to get others tips/viewpoints on what works and what doesn't work during software demos. I personally demo front to back office enterprise software (i.e. ERP, CRM, etc.)

Some things that I have learned:

1) Don't show up and throw up. Make sure you meet with everyone that you're going to demo with an understand the reasons he or she might want/need a new software package. This way you will be prepared to demo a certain aspect of the product when the question comes up.
2) Keep your hand off the mouse. If the mouse is moving around this can be confusing. Slowly and delibrately move the mouse to where you want to go.
3) Explain each new screen in detail (i.e. ground the prospect on the screen) before showing what this screen is used for. Remember they have never seen this screen before and may have never worked with software that displays its information like yours.
4) Don't try to show everything. The less you show the better. Just show what they need to see.
5) Webex's/online collaboration are great for add-on sales. However, for new prospects (and if the deal is large enough), nothing beats face to face communication. It's hard to build rapport over the phone.

That's what I've got to offer, but I would love any other suggestions that anyone might have. Anything from how to best prepare for a demo, what to do at the demo, what to do if you *#!@ up, etc.

Look forward to hearing the respones.

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