Part 1: Listen To Customer Needs
Be a great listener. Understand what the customer needs and take notes. Do not talk. Let them talk.
Part 2: Identify Top 3 Pain Points
Now that you got the long list of “needs”. Identify the top 3 pain points.
Part 3: Establish Credibility
Before diving into a demo, eliminate all doubt or concerns that the customer may be thinking.
Part 4: Solve Customer Needs.
Demonstrate value by focusing only on the features that the customer “needs”. (See Part 1)
Part 5: Go Over Buying Options
Confirm we can solve their pain points, then go over buying options.
Part 6: Go Over Setup & Training Expectations
Set the right expectations. Under promise and over deliver.
Part 7: Go Over Setup & Training Options
Give the customer options. Every customer has different buying preferences.
Part 8: Sell The Company
Don’t sell software. Sell the company!
Part 9: Use Social Proof
Everybody else is doing it. So should you!
Part 10: Prices are NON Negotiable
Our prices are non-negotiable to ensure that our customers have our undivided attention.
Part 11: The Close
If you deliver enough value during the demo, the customer will be ready to close.
Last Updated By: Rochelle Sanchirico
Workflow Management Solutions