May 31, 2022

[EP.18] How to Deliver Memorable Sales Demos that Don't Suck with Rajiv Nathan

45 minutes

How To Deliver Memorable Sales Demos That Don’t Suck;

Delivering sales demos is undoubtedly a defining moment in the sales process.

How you present your story, solution and message is mission critical if you want to win new business and impactful relationships in less time.

So, how exactly can you deliver a sales demo that breaks through the noise and connects with your prospect’s heart and mind?

In this episode of The Influential Communicator, I sit down with Rajiv Nathan to talk about how to improve your sales demos and craft sales pitches that don’t suck!

Rajiv, otherwise known as the Fresh Prince of SaaS, is also the founder of Startup Hypeman, a business that focuses on helping startups improve their storytelling and stand out to their audience.

He shares his groundbreaking approach of how to think like an entertainer and uncovers the importance of revamping old school sales approaches in order to craft a memorable sales pitch.

Ready to take notes?

Hit that play button and let’s dig in!

WHAT WE DISCUSS:

[0:26] - Who is Rajiv Nathan?

[1:55] - Rajiv’s Obama impression

[3:50] - What Rajiv learned from Obama’s communication skills

[5:10] - What Rajiv learned from his idols like The Rock and Jay-Z on pitching and storytelling

[11:06] - The number one mistake that sales representatives make when delivering sales demos

[16:44] - Pre-call rituals and exercises that a sales rep can do to calm down their nervous system

[19:14] - Why post-call rituals are just as important as pre-call rituals

[21:09] - How to build trust effectively and start a demo in a unique and memorable way

[25:20] - Why you should focus on shifting perspectives in sales demos

[28:56] - Things that people can do differently in their sales demos today

[34:45] - What a sales rep can do to stand out after a call

[40:31] - An influential communicator that Rajiv looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to build a pitch deck that connects with your prospect emotionally and logically.

How to shift into a winning mindset before deliver an engaging sales demo.

The importance of having pre-call and post-call rituals so you can improving your sales pitches.

Useful exercises sales reps can do before, during, and after any discovery call.

3 THINGS THAT PEOPLE CAN DO TO STAND OUT IN THEIR SALES DEMO

Make things exciting by using the Reverse Demo Technique (RDT). Do the exact opposite of conventional sales demos by taking the end result and working your way backwards.

After the sales demo, send bullet points of the things you talked about and a 2-minute video recap of the meeting. Don’t send a video of the full meeting!

Keep things interesting by keeping them engaged and sending them content related to the things you talked about during the call.

NOTABLE QUOTE:

[15:04] - “My philosophy with any business is: Don’t think like an entrepreneur, don’t think like an executive. Think like an entertainer, because the entertainer has one goal in mind and that’s making an emotional connection with their audience.” - Rajiv Nathan

USEFUL RESOURCES:

How to develop the perfect elevator pitch:

https://www.startuphypeman.com/influential

Connect with Rajiv Nathan:

https://www.startuphypeman.com/

https://www.therajnation.com/

https://www.linkedin.com/in/rajivnathan

https://twitter.com/rajnation

https://www.instagram.com/rajnation

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social Media:

https://www.linkedin.com/in/ravirajani/

https://www.tiktok.com/@theravirajani

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By Ravi Rajani

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