How to ask meaningful questions during your software demo

Learn how to ask the right questions at any time during your demo to uncover new customer insights and make your demo even more effective!

Boost Revenue.

Ignite immediate and sustainable revenue growth with smart demo strategies. and techniques.

Accelerate Sales.

Shorten your sales cycles using more focused demonstrations that enforce your prospects to buy sooner.

Increase Your Dealsize.

Increase deal sizes by better illustrating value to the prospect throughout the demonstration.

Use meaningful questions to uncover new customer insights!

Use a proven set of questions to engage with your audience and uncover true insights about your customer, their challenges and how they are solving their issues today. By asking the right questions at the right time, you can learn and adapt your demo in a much more effective way.

The art of asking meaningful questions during software demos is often underestimated, but it is crucial for fostering audience engagement, uncovering insights, and managing diverse demo scenarios.

Introducing „How to ask meaningful questions during your demos,“ a unique guide designed to fill this gap in sales techniques.

The book provides detailed strategies on crafting impactful questions, guiding when and how to deploy them to transform your software demonstrations.

It is an indispensable tool for presales professionals , seeking to deepen their connection with their audience.

Beyond just a collection of useful questions, it empowers you to harness the power of inquiries as a bridge to stronger client relationships, leading to increased product adoption and sales conversions.

Max Lüpertz

@ PreSales Rockstars

40 Meaningful Questions

The book provides 40 curated questions for the most common demo situations. You will also learn the difference between good and bad questions – and why questions can be your most effective tool to drive customer engagement and rapport.

Questions after presenting a feature

The questions highlighted in this chapter aim to uncover how your customers are currently handling tasks, how often they encounter specific challenges, what solutions they’ve previously tried, and their expectations for your solution.

How to navigate feature requests

By posing effective questions around feature requests, you can gain a deeper understanding of your customer’s needs, assess the value of their suggestions, and make informed decisions about your product’s development.

Harnessing Momentum

There are moments in your software demo when you notice a spark of intrigue or surprise in your audience. These instances are golden opportunities to deepen their engagement and connection with your product. This chapter aims to help you make the most of these moments by asking questions that highlight and explore their interest.

Eliminate assumptions

One of the most common traits is to ask closed questions based on assumptions and previous customer knowledge to appear knowledgeable. As a result, our assumptions can lead the discussion in the wrong direction, by putting our words into our customers‘ mouths.

Dealing with low engagement

This chapter equips you with a set of questions designed specifically for non-engaged audiences, allowing you to bring your audience back into the fold and ensure your software demo achieves its intended purpose.

Powerful questions to end your demo

Good closing questions serve multiple purposes. They provide a final opportunity for the audience to voice any concerns, questions, or suggestions that may not have been addressed. They allow you to gain a clear understanding of how your audience perceives your product, including which features struck a chord and why. They also help assess any obstacles or concerns that may hinder them from adopting your software.

Bad Questions!

While asking questions is critical to conducting a successful software demo, not all questions are created equal. Indeed, certain types of questions can lead your conversation astray, confuse your audience, or even leave a negative impression. This chapter is dedicated to helping you recognize and avoid these „bad“ questions.

About: Presales Rockstars is a free online-resource and toolkit to enable presales and solution consultants to maximize their demo performance.

max@presales.rocks

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