Follow these tips to polish your demos and demonstration skills.
If you’ve reached the point where a point of sale (POS) prospect is interested in checking out the solutions you sell, you’re clearly doing something right. But don’t run the risk of fumbling the ball before you reach the end zone. Selling point of sale and payment solutions isn’t nearly as straightforward as pulling back the curtain on a physical product that users can try on their own. Merchants need to experience the solution themselves via software demos that allow them to clearly understand what it does.
3 keys to demos that help you convert.
As you evaluate your demos, focus on three areas to get the results you need:
1. People.
Great POS software is only as good as the people presenting them. The tech whiz kid who knows the software’s ins and out might seem like the perfect choice for demos. However, it might be more beneficial to assign demos to people who are comfortable presenting, communicate clearly, and can confidently answer questions on the fly. Not everyone has the demonstration skills needed to move a prospect from on the fence to “where do I sign?”
In fact, a successful software demonstration requires an expert who can read body language and other subtle clues about whether your message is received. Reading and carefully listening to your prospect will yield insights about what they’re really looking for and foster a natural rapport. Don’t miss out on the moment by putting the wrong players in your starting lineup.
2. Value proposition.
This next demo tip is where a lot of POS demonstrations unravel. Though you might be excited about the software’s features, be careful not to spend so much of your demo time on them that you fail to communicate the value proposition. A winning software demonstration is a little bit like a show and tell; show your prospects how well the POS performs but tell them how it can benefit their unique business.
Remember, this might not be the first software demo they’ve had recently, so make the best use of their time and attention by stressing what’s most important. Talk about why each feature matters and how it can help the merchant level up. Match POS features to pain points to help prospects connect the dots on how the software will elevate their day-to-day and curb their unique challenges.
3. Practice.
Finally, make sure you and your demo are ready for the prospect. Never go into a demo cold — make sure you’ve rehearsed your presentation so that it goes smoothly. You’ll also need to know your way around the demo mode and have the necessary login information. Finally, you’ll want to have a clear idea of what to say at each part of the presentation while having stats and information at your fingertips when the prospect asks questions. Stumbling through each screen won’t inspire confidence and might kill the deal.
If you’re going the PowerPoint or video demo route, high quality is the only option. Crisp, clear graphics make for a software demonstration that spotlights the power of your solution(s). Don’t use a generalized presentation. Instead, make sure you’re talking directly to the needs and nuances of the small business person in front of you. A bakery owner won’t want to hear about features better suited for a barbershop, while a spa could care less about benefits for a sneaker store.
Now, make 2022 a great year.
Optimizing your software demos and brushing up your demonstration skills will help you advance your sales goals for 2022 and years into the future.
Of course, you also need excellent products to sell. Contact the experts at North American Bancard to learn about in-demand payment solutions that can help you close deals. Then, leverage our POS Pros sales and support team. They’ll help you identify the right POS solution for every merchant, organize product demos, even help you close — all for free while you earn the same highly rewarding splits!
