Cover. Every. Detail.
This means you can’t skip steps in your sales process.
You’ve got to think about your selling process as well as your buyer’s buying process. Most of your buyers have never bought a product like yours before.
They don’t have a checklist.
Your product is probably to replace manual processes (spreadsheets or SharePoint) or people. So you’ve got to think about every detail of your buyer’s buying process.
Not because a buyer wants a demo it means that they are interested in buying.
This in mind… You have to qualify the lead first so that in the demo, you are mapping the product to their problem.
Lesson from the Trail.
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