The #1 Reason Sales Cycles Stall After a Demo

Demos, and most sales processes for that matter, tend to focus only on the tactical (and obvious) reasons buyers buy...reduce costs, improve productivity, greater ROI on something, more revenue opportunities, do more with less, etc. 

What's the remedy?

Your sales team has to uncover the strategic buying drivers behind the need for the obvious tactical benefits.  If you don't understand "why" the above reasons are suddenly important enough to prompt an evaluation of your products, you have zero leverage to drive the sales cycle to a close, especially after the demo.

There are top-down strategic initiatives behind every qualified product evaluation and they're not difficult to uncover.  It's a matter of asking the right questions and keeping discovery conversations on a business level before moving on to a product and user process level.

Once uncovered, these strategic buying drivers become the overriding theme to your sales process, especially the demos. The most powerful demos tie a collection of tactical user scenarios back to the strategic buying drivers. It's the easiest way to make your products important/strategic enough to drive the sales cycle to a close.

If your sales team hasn't mastered the technique of uncovering strategic buying drivers and connecting them to the tactical benefits of your products, sign up for our Creating & Delivering Product Demos workshops and learn how to weed out the tire kickers and accelerate the qualified buyers to a close.

If you have a team you'd like to train, This e-mail address is being protected from spam bots, you need JavaScript enabled to view it about a onsite workshop.

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