THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Focus on your demos
Star salespeople don’t dilute their demos by cramming in every possible feature.
Star salespeople offer their prospects just enough information to pique their interest and encourage questions.
Prospects who ask inquiries are interested in learning more about your products. They’re also doing you a favor by pointing out the issues that are guaranteed to interest them. That’s the type of information you can use to adapt and concentrate your demo on the go.
It’s hardly surprising, therefore, that top-tier performers receive 28% more product demo queries than middle-of-the-pack performers. How do they manage it? In part, by asking prospects 30% fewer questions during demos. This allows the dialogue to flow back and forth, and prospects may ask questions about what’s most important to them.
Average Reps
+28%
Star Reps
Questions Received from Prospects During Demos
Statistics provided by Gong.io
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