Scribd
Upload
43 views4 pages

Sales: Demo Call Principles

A short guide for selling and demonstrating SaaS products compiled using the best practices like SPIN, GAP selling, Solution selling, etc.

Uploaded by

Roman Samoilenko
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
43 views4 pages

Sales: Demo Call Principles

A short guide for selling and demonstrating SaaS products compiled using the best practices like SPIN, GAP selling, Solution selling, etc.

Uploaded by

Roman Samoilenko
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
You are on page 1/ 4

Sales call outline

Greeting
Do small talk (e.g. “where are you calling from?; Were covid restrictions lifted in there?/Oh,
I’ve been to {location}. It’s great.” or try to pick something from their background e.g. if surf
board - wow do you surf?

Try to do compliments. It loosens people up. E.g. Cool background image/your office looks
swell/where did you get that t-shirt?

Compliments can also be done later in the conversation, they will be more meaningful then.
E.g. X I can see you’re a master of your craft knowing so much about X,Y,Z

Set the agenda


You should always be in control and lead the meeting. If lead takes the upper hand in this
sale becomes serving the request.

”{Name}, let’s structure our call this way:

1. I’ll ask a few questions to better understand your situation and to figure out if we can
help you with improving Customer experience

2. I’ll run a demo for you

3. We’ll discuss options on how we can start

Does this sound okay?”

If they confirm you achieve the following:

● you can torture them as much as you like with your questions
● they won’t rush in with questions on how to do specific things pushing you into a
premature demo
● if they only need to know the price they’ll know they have to wait till the end, giving us
more chance to convert them

Discovery
The most important part. The sale happens here. Here we are able to refocus leads on their
problem & pain, uncovering that it gives more trouble than they thought and we can stir them
towards additional features they didn’t want at the beginning.
You can use [SPIN](https://www.highspot.com/blog/spin-selling/#:~:text=SPIN selling is a
sales,relationships that complex deals require.) as the most reliable discovery methodology.

Situation

● {Name}, so what can I do for you today?


● Tell me what are you looking for?
● How the process is handled right now? Nothing too complex. Just find out why they
are here. Those questions help to define NEEDS & DESIRED FEATURES

Problem

● And what made you start looking for the software?


● What results were you getting with those challenges?
● What don’t you like about the current software? This uncovers GOALS &
PROBLEMS

Implication - How much money do you think you lose because of X?

● How does not being able to X affects client churn?


● What do those roadblocks hold you back from achieving? This uncovers the real
PAIN, what they deal with all the time, and what bothers and irritates them the most.

Need-Payoff - So, if we provide NEEDS & FEATURES you’ll be able to solve PROBLEMS &
PAINS and achieve GOALS?

If we get a “yes” here we make them confirm and realize that they do really need a solution.
Next, they will work along to help us help them. Implementation challenges won’t be stirring
them from our software but will be just a thing they should go through to achieve the results
discussed earlier.

Even if they start throwing in the objections we can easily refocus them on the positive
outcomes For example:

● We probably don’t need those features/The price is a bit stingy


● {Name}, those features would help you to solve PROBLEMS & PAINS and achieve
GOALS/Doesn’t the price justifies itself by ridding you from PAIN&PROBLEMS?

or

● We’ll have challenges X,Y,Z


● Yes, but what’s the price of not overcoming them and not achieving GOALS?

Qualification
Here we collect all the necessary info about the company process, purchase procedure etc.
That way we will have the info to perfectly align with what we should show on the demo, and
what we have to provide to check all the boxes.
● What do you want the platform to do for you?
● Who will be using it?
● What data warehouse do you use?
● What tools should we integrate with?
● What would be your implementation strategy?
● How would you measure the success?
● Timeline?
● Budget?
● Decision-makers?
● What competitors did you consider?
● What do/don’t you like about them?
● What do/don’t you like in the current software?

Demo
Based on the collected info we are ready to start the demo. Please, show only things they
need to see, i.e. things they want the platform to do, or things that will help to achieve
GOALS and solve PAIN. Don’t just say “feature X does Y”, but focus on the selling
point/positive outcome “feature X does Y that way you save money/time/streamline the
process/increase insights on Z”

Pricing discussion
Kick start a negotiation by “what do you think about the price?”

Apart from using:

● We probably don’t need those features/The price is a bit stingy


● {Name}, those features would help you to solve PROBLEMS & PAINS and achieve
GOALS/Doesn’t the price justifies itself by ridding you from PAIN&PROBLEMS?

try to shift their perspective using ROI:

E.g.:

● Yes, it is pricy, but if it helps to save you at least X time - you’ll cover for it.
● Yes, but if our product helps you to increase ARR by even 0.5% the price for the
software would look ridiculous.

Next steps
If there are no further steps in their purchase process - CLOSE

● We’ll have to think


● {NAME}, looks like we’ve ticked all the checkboxes and you get what you need. What
holds you back from starting now and not wasting more time?
if there’s no significant reason they’ll buy. If there is try to keep control by setting up the next
step and getting a micro-commitment.

● We’ll have to think/We’re still in the talks with X,Y,Z


● Got it. Let’s then use this time to give you some more food for thought by getting a
taste of the platform. How about we schedule another meeting where I help you to
set up your trial account and send a few test campaigns, so you could feel what the
platform is like in action?

or

● I have to present to management


● Our platform is quite extensive and it’s hard to remember everything. How about we
get together with your management to make sure they have the answers to all the
answers?

Always have a defined NEXT STEP

You might also like