In 2020, it has become essential for Solutions Consultants to be experts in virtual demonstrations.
As such, Gordon Thompson at MindTickle writes about how to enable Solutions Consultants to perform effective virtual demos.
When your SCs are not in the same physical space as their meeting attendees, they’re not able to read the prospect’s or customer’s body language and adjust their presentation accordingly. However, while meeting virtually lacks the personal connection more easily achieved in face-to-face meetings, they still must strive to achieve the same goals — professionalism, making an impact, and closing deals.
Gordon Thompson, MindTickle
Here are Gordon’s 10 best practices for performing effective virtual demos:
- Do the pre-work – come prepared with background on the customer
- Keep them on their toes – use people’s names
- Break up the flow – ask for questions, use the tell-show-tell
- Leverage third-party tools – there are various products to help draw boxes and arrows on your screen
- Rely on the AE – allow the AE to act as the SC’s ‘wing-person’.
- Maintain a steady pace – without body language, this is essential
- Turn on the video – help build a relationship
- Manage the time – build in a contingency for questions
- Be memorable – make a connection with stakeholders
- Close strong – a solid ‘close’ will help your presentation be memorable
Click on the link below to read the full article at MindTickle.