When you are selling (or trying to sell) an innovation (product) you are always jumping through iterations. On 1–1 product demos, even though you have a pricing page on your website, there is still an element of ‘testing of waters’. Nothing is written in stone at this stage.
Couple of things I usually keep my ear out to pick up clues —
- Do they understand your product?
- Do they value your product? (nice-to-have / must-have)
- Are they willing to pay for it?
This real time market pulse needs to be communicated across the board internally. Witnessed the customer hit that ‘aha’ moment when you were demoing them? Share that with your colleagues that work in the non customer facing roles. Don’t leave them in the dark.
I personally don’t get into the feature war when I get on demos. As long as there is a robust communication channel between the prospect facing roles and the internal product team, you are treading in the right direction. Because when the prospect moves on to your competitor due to a missing feature and there is a trend in that direction, its in the best interest for the product team to ship out that missing feature.
Cancel me but demos are not for selling. It's to understand what the market needs and act on those requests.
See you soon on the next episode of SDR <> AE Diary!
