Your Demo Question Cheat Sheet

eBook:

How to Ask Meaningful Questions During Your Demo

Enhance your demos by timing key questions to captivate your audience and gain valuable insights!

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.

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.

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.

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.

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.

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.

Level Up!

Our Software Demo Masterclass is a practical sales methodology that focuses on maximising your software demo performance. Develop a repeatable demo framework that helps you to differentiate your solution and leverage your own expertise to become your clients‘ acknowledged partner and advocate.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Wondering why companies invest such little time and money improving their product demos, I started to systematically create the Software Demo Masterclass.

It is a step-by-step guide that will walk you through the various elements of a product demo, providing tools and techniques to improve your demo performance and presentation skills.

The Software Demo Masterclass is based on my own experience selling complex B2B-software, and has been enriched with extensive research from industry-leading presales and communication experts.

It is a growing online-resource to empower as many presales folk as possible to deliver compelling and engaging demo.

Max Lüpertz

@ PreSales Rockstars

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