The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 years ago

Friday Fundamentals EP 5: What's The Goal of The Demo?

ABOUT THIS EPISODE

What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). 

Everybody it's Sam Jacobs. This is thesales hacker podcast and it is Friday fundamentals, as you probably know.Hopefully, at this point Friday fundamentals, it's a brief segment,typically just five to ten minutes in length and we're going to focus onspecific tactics, case studies and insights. Hopefully, maybe you'rewalking to work right now and we're going to give you something right nowthat you can use in your day. These insighes are going to be plucked fromactive conversations this week on, thus on the full length sales hacker podcastthat came out on Tuesday, we had Munyohoto, who is a digital marketer atfoundry, and he talked about a lot of frameworks for for sort of causing andinstigating a prospect to move off of the status quot and move towards yoursolution. Now before we ask Munya a little bit more about that, becausewe're going to talk about what is the goal of the Demo and what is the goalof the presentation and why? It's probably not just to finish thepresentation before we do that we're going to thank our sponsor outreach,outreach, triples the productivity of...

...sales teams and empowers them to drivepredictable and measurable revenue growth by prioritizing the rightactivities and scaling customer engagement with intelligent automation,outreach makes customer facing teams more effective and improves his abilityinto what really drives results hop over to out reache a AO forward,slashsales hacker to see how thousands of customers, including Cloudera,glassdoor, Pandora and Zillo, rely on outreage to deliver higher revenue,Persales Rep Munya, thanks for being on Friday fundamentals. How are you good?Thank you, so how you I'm good, welcome back. It's been a few days since welast Fok what we want to talk about right now. Is You mentioned to me: Whatis the goal of the presentation? What is the goal of sort of the substantiveconversation? So tell us? What is that goal, and why is it not? What mostpeople think it is say that Sim, I'm really pasionate about this idea,because a lot of sales people their goal is simply to finish theirpresentation or to get to the end of their power point and what's actuallyhappening during that whole process. S...

...that the prospect is also wanting me toget to the end, because they have seen this information before these arecommoditized Tatistics, most of the time hat they've seen either on link inor in another sales presentation by a computing bender. So I want to move orhelps else people to move away from just getting to the end of theirpresentation to actually ensur in that when they hang up when they walk awayfrom that conversation, the prospect has made a fundamental decision tochange. They may not choose you as a solution provider, but you sufficientlyusin the Satuscote and created urgency and uniqueness. That means that, forthat prospect, the cost of staying the same is greate the cost of change andthe way that you do that is through tellus. You know! U Use this phrase.Size and speed walk us through what that specifically means. What thatmeans is that you need to articulate to the customer that the size and thespeed at, which is the issues that you resolve or through your particularsolution, are coming at them. Very...

...simply, your customer or your prospectadlieave something about you as a salesperson that actually, you mightnot even believe about yourself, which is that you see more people that looklike them than they do, and that's your one opportunity for you to introduce adistinct or provocative point of view, because again, you've got a Makro levelview on thei micro situation as one of the players in a particular industry.So what I would advise sales leaders, sales people and Demand Jen Focus Martyleader to do is too accurately phrice the size and the speed at whichproblems are coming at their prospect. It could be how much they are wastingthe actual dollars and sens in time and resource and budget how slowly they getinto market. How much overhead they're taking on as result an incumbentprocess and put that in front of the customer and say I have a right to saythis to you, because I see more people that look like you than you do, andthis is not the first time that I've seen this problem and I can begin tohelp you to take your first step towards a resolution. What thatactually does in the mind of the...

...prospect its that it exposes a flaw inthe way that they currently think about their world and their business, and itcauses them to become uncomfortable enough to at least want to make adecision to change that, I believe, should be the goal of Olr early stageearly level introductory conversations that our sales people are having,because unless somebody has made the decision to change, there's no pointtalking to them about how you difrentiate from Compatito Xyorz,because actually they still wented to their preferences and their statusquoths. And they haven't even begin to make the jump but try and think aboutdoing something different. It's a great insight. The last thing on today'sFriday fundamentals: You have this concept of related directly to what youjust said, which is getting to the end of the presentation. You have thisconcept of the I guess the powerpoint Hammock or the narrative paemic, sowalk us through what that is, and then those you said that there's two magicwords that cause people to actually pay attention, and so we have to thinkabout that when we're structuring our presentation so give us a quickoverview there yeah, so most kind of...

...discoveries are Doeivi power, point andand increasingly now, it's done remotely and the way that a popword istypically structured. Is that there's like a hot open and agenda settingprocess? And then you go to your presentation and then you get to theend of it, and then you say to those two words in conclusion and then youkind of end the presentation. A study was done to actually study, what'sgoing on in the brains of prospects as sales people arear taking them throughthose discoveries, and it was discovered that there is more brainactivity when prospects are asleep than when they are actually viewing thosediscovery presentation. So you Sam more worried that your presentation isputting prospects to sleep, actually its doing a lot worse. So the way toAmilio rate for that and to kind of fix that is to introduce a story Ark intothe conversation that paks interest all the way through, because prospectsimmediately switch off if you regigitate commoditize statistics tothem. You know seventy percent of this. Fifty two percent of that five point:Four bias: We've heard all those...

...statistics people as long as you keepreigitating comoditized statistics, procests are going to switch off and infact their brain has less activity than when it's a sleep when they're sittingthrough those presentations. The Way to fix that again, visionary insightsintroduce some controversy into those presentations. Take their interestevery now and again say something that they would naturally agree with, sothat they get back in the room and they begin to want to challenge that andthen ye rationalize that by saying actually it's controversial, but I seemore people that look like you than you do, and I know this to be a fact. So Ithink this one is an emergency actually, as it pertains to sales conversations.Wonderful Moon, you thank so much for joining us on Friday fundamentals. Ihope everybody his a great weekend and Whenyou will talk to you soon. Thankyou very MUC, son.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (349)