Why do you need to know your prospect before the product demo?

First thing first, review the prospect’s profile, role, and authority to make sure that you are not wasting anyone’s time.

But is this enough to run your out-of-the-box demo scripts to impress the prospect, it’s not

When it comes to technical-level discussion, influencers will come to play. Mostly this group of persona is blended with both technology and business background, moreover, some hates automation, some are afraid of automation, some don’t accept any changes, some wants to bring innovation, etc, so customizing demo systems to match the prospect’s need is a must, but is this enough to you give a killer software demo to win the deal, it’s not

There are 4 types of personas:

Doers:

They are quick decision-makers and go with vigor and efficiency. They don’t want to listen or hear unnecessary details. When demoing to this kind of prospect, do a crisp demo to the point, don’t go into the details, unless they ask you.

Talkers:

Sometimes they talk more than you. They like to talk about personal experience, industry trends, market growth, and so on. When demoing to this kind of prospect, maintain your patience, don’t cut them off, and don’t force your demo, instead appreciate their opinion and ideas, and start the demo. Time is gold

Thinkers:

The thinkers look like slow processors, but they are rational and patient. For every single technical feature in your demo, they try to map that with their environment to check the benefits. When demoing to this kind of prospect, you’d rather emphasize the product benefits, talk about their RoI, and maintain a long-term relationship to build trust.

Analyzers:

The Analyzer is always analytical. They like to understand things in detail and review every aspect of your demo features until they feel confident. When demoing to this kind of prospect, you should go into detail to convince them with the features and data and don’t rush to cover all your scripts.