How do you create a sense of urgency and value proposition in your sales demo?

1 Know your audience

Before you start your sales demo, you need to understand who you are talking to and what they care about. Research their industry, company, role, pain points, goals, and challenges. Use this information to tailor your demo to their specific needs and interests, and to anticipate their objections and questions. Show them that you are not just selling a generic solution, but a customized one that solves their problems and adds value to their situation.

3 Focus on benefits, not features

One of the most common mistakes in sales demos is to focus too much on the features of your product or service, and not enough on the benefits for the customer. Features are what your product or service does, but benefits are what it does for the customer. Benefits are the emotional and rational outcomes that the customer wants to achieve by using your product or service. For example, instead of saying "our software has a drag-and-drop interface", you could say "our software lets you create stunning designs in minutes, without any coding skills". By focusing on benefits, you can show the customer how your product or service can help them achieve their goals, solve their problems, and improve their situation.

4 Use stories and examples

Another way to make your sales demo more engaging and persuasive is to use stories and examples to illustrate your points. Stories and examples can help you connect with the customer on an emotional level, and show them how your product or service has helped other customers in similar situations. They can also help you demonstrate the value and results of your product or service, and overcome any skepticism or doubts. For example, instead of saying "our software can help you increase your conversion rate by 25%", you could say "one of our customers, XYZ, used our software to optimize their landing pages, and they saw a 25% increase in their conversion rate within a month".

5 Create urgency and call to action

The last part of your sales demo is to create a sense of urgency and a clear call to action for the customer. You want to make them feel that they need to act now, or they will miss out on a great opportunity. You can do this by using scarcity, social proof, incentives, or deadlines. For example, you could say "we only have a limited number of licenses available at this price, so if you want to take advantage of this offer, you need to sign up today", or "we have a special bonus for the first 10 customers who sign up today, so don't miss this chance". You should also tell them exactly what you want them to do next, whether it is to schedule a follow-up call, sign a contract, or make a payment. Make it easy and simple for them to take the next step, and follow up with them until they do.