Objection Handling in Software Demos to close more Deals
Feel – Felt – Found – The best way to handle objections during your software demonstration In this article, I would like to share with you my favourite technique to handle objections and shift your mindset towards acknowledging them as a positive buying signal rather than a threat during your software demo. To be fair […]
Leading the Witness – Discovery Mistakes B2B Software Sales
Presales Discovery Call gone Wrong The discovery call is undoubtedly one of the single most important steps in our sales cycle and can easily make or break our deals. I’ve been through hundreds of discovery sessions in my sales career and read through a dozen frameworks to improve my interrogation skills. I became quickly better […]
Does it make sense to ask „Does it make sense“?
Have you ever used this question yourself? You want to be compassionate and affirm your prospect understands what you are saying. But in reality, you are making things worse. It’s a dumb question. Don’t ever ask that question during your demo! You put yourself in a position of weakness. Asking that question creates uncertainty on […]
10 Ways to Reset your Audience’s Attention during your Software Demo
Selling B2B-software is not just a battle against your competitors. In our modern society, it is also a battle for your audience’s attention. The likes of Netflix, Youtube, Spotify and constant smartphone notifications have reduced the average attention span to less than five minutes. As a result, your audience is having a hard time focusing […]
Presales – Your Unfair Advantage
With changing market dynamics and a shift in buyer behaviour, organisations need to understand the importance of leveraging and empowering their presales resources. Buying complex enterprise/B2B-software has become more complex than ever before. As a result, facilitating the buyer’s purchasing process and helping them buy through prescriptive advice has become a critical objective for modern […]
