The Prepared Seller

3 essential demo slides that actually get prospects to say, 'Let’s move forward.' | Ep 043

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Summary

In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the critical role of demos and discovery sessions in sales. He emphasizes the importance of clear communication and structured approaches to ensure successful outcomes. Caffrey shares insights on how top performers excel by gathering essential information early in the process and highlights the need for account executives to clarify the decisions they are asking prospects to make during demos. He also provides practical tips for structuring demos effectively to connect prospects' current situations with desired outcomes, ultimately driving better sales performance.

Takeaways
  • Top performers gather 90% of information before discovery.
  • Clear communication is essential for successful demos.
  • Demos should clarify the decision being asked of prospects.
  • A mutual success plan can guide the demo process.
  • Understanding the prospect's current situation is crucial.
  • Value maps connect problems to desired outcomes.
  • Proof points enhance the credibility of demos.
  • Account executives should have a structured approach to demos.
  • Preparation is key to effective sales presentations.
  • Sales processes should be standardized for better performance.

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    Sales Leaders,
    whenever you're ready, there are 2 ways I can help you:
    1. Book Your Sales Kickoff Speaker

    Keynotes: Planning your Sales Kickoff? 17% of AEs closed 81% of revenue across $54bn of pipeline in H1 2024 according to Ebsta. What are top reps doing? "The Work Before the Work" e.g. Top AEs capture 90%+ qualification info before demos. Top AEs kill deals at discovery 3x more than average reps & keep their CRM updated! Paul M. Caffrey's entertaining keynotes shares a preparation framework & insights that shows AE's how to outperform the competition. Check Paul's availability here. 

     

    2. Book Paul M. Caffrey to be train your sales team.

    Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now.

    "Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team." Mike Fallat | CEO & Founder

     

    Account Executives...
    ...when the time is right, the 2 ways I can help you is with:
    1. Sales Coaching

    Sales Coaching to Exceed Quota: If your serious about exceeding quota, then you need the right skills...right now. Despite AI, online courses & so much free content...coaching is still the fastest way to get there. Apply to join my private coaching here.

    "All I can say is thank you, and I owe you a lot of commission!"Jodie Vard | Account Executive | Navan

     

    2. Get The Book

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    The Prepared SellerBy Paul M. Caffrey