The number of sales presentations a sales rep aims to give in a set period.

Demo goals, in the sales context, are the specific objectives a salesperson aims to achieve during a product or service demonstration for a potential customer (prospect). These goals go beyond simply showcasing features and functionalities. They focus on engaging the prospect, addressing their needs, and ultimately moving them further along the sales cycle.

Here’s a breakdown of demo goals:

  • Understanding Prospect Needs: A key goal is to gain a deeper understanding of the prospect’s specific challenges and pain points. This allows the salesperson to tailor the demo and highlight how the product directly addresses their concerns.
  • Highlight Relevant Features: Not all features are created equal. The demo should focus on showcasing the functionalities that are most relevant to the prospect’s needs. This demonstrates the product’s value proposition in a targeted way.
  • Engendering Interest & Excitement: A successful demo goes beyond just informing; it should spark interest and excitement in the prospect. By demonstrating the product’s capabilities and potential impact, the salesperson aims to create a sense of desire and need.
  • Addressing Objections Proactively: Demos are an excellent opportunity to address potential objections before they arise. The salesperson should anticipate common concerns and be prepared to demonstrate how the product overcomes those challenges.
  • Building Trust & Rapport: The demo serves as an opportunity to build trust and rapport with the prospect. By actively listening to their questions, engaging in a two-way conversation, and demonstrating product expertise, the salesperson fosters a positive and confident relationship.
  • Moving the Sales Process Forward: Ultimately, the demo aims to move the prospect further along the sales cycle. This could involve securing a commitment for a trial period, requesting a quote, or scheduling a follow-up meeting to discuss the product’s implementation in more detail.

Setting Clear Demo Goals:

To maximize the effectiveness of a demo, it’s crucial to set clear and measurable goals beforehand. Here are some steps to consider:

  • Identify the Audience: Understanding who you’re presenting to allows you to tailor your goals for maximum impact.
  • Research Prospect Needs: Researching the prospect’s company and industry helps you identify specific pain points you can address in the demo.
  • Align with Sales Cycle: Consider where the prospect is in the sales cycle. Goals for a prospect in the early research phase might differ from those nearing a buying decision.
  • Define Measurable Objectives: Establish clear, measurable objectives for your demo. This could include the number of features demonstrated, the number of objections addressed, or the desired next steps you want the prospect to take.