There are tons of sales tools and resources to demonstrate the value we can bring to our client. Here are a few of our essential sale resources every salesperson should have in their arsenal.
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It all starts with a product presentation, which (hopefully!) will lead to a demo. Both of these will showcase product features, benefits and how it will support the specific customer to solve a problem. If all goes well, a proof of concept or a pilot is the winning ticket because it will allow the client to evaluate the solution in a real environment and make sure that the solution is the right match for their needs.
Presentations
The presentation is the first tool we use to show our solutions. It must include the product characteristics, benefits, functionalities and any other topic we want to highlight. It allows us to have the first feedback, and understand if it sparked their interest. From that first meeting, we should know where to point the next steps to advance in the business opportunity.
It is essential to know the type of audience beforehand to focus on the presentation. We should take into account the participants:
- An Area Manager will be interested in knowing what problems we solve.
- The Finance Area is interested in costs and savings.
- The Technical Area is likely to be interested in entering detail of the functionalities.
Demo
Depending on the type of solution, a tool can complement the presentation and give a general overview of the functionalities.
It is essential to know the use cases that are of interest to the client. Also, preparing a script where the operation and each solution’s value is optimum.
Probably each of the potential user areas requires a different approach tailored to their requirements. To ensure the success of demos, at least we must answer these questions:
- What problems does the solution solve?
- How can the solution solve the client’s problem?
- What are the additional benefits of using it?
- What does the implementation of the solution imply?
Proof of Concept
This tool is the most interesting for the client. Although it usually requires a greater effort, a proof of concept simulates a real environment.
The same points mentioned for the demo should be taken into account. Depending on the type of solution, it could include implementation tasks and/or integration with client systems.
The goal is to reduce the uncertainty about the acceptance of the product. It allows users to test the solution in a realistic simulated environment.
At this stage, it is also very likely that new ideas or requirements arise. They can help in to generate improvements or new business opportunities in the solution.
It is essential to clearly define the scope to avoid large deviations as well as the criterion of success. Keep in mind to not generate false expectations and avoid surprises at the end of the test. Either because it was not what the client expected or because it did not cover all the use cases, we need to stay focused and real.
Learn how to remain competitive in an ever- changing technological environment with our blog post How to Develop a Digital Transformation Strategy.
