There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale. Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.
Many Salespeople have their origins in being Sales Engineers first including our guest, Ricardo Guzman. Drawing on how he was treated as a Sales Engineer, he treats his SEs differently and also uses his technical knowledge to speed up the sales cycle.
Bini, my cohost, just started reading Mastering Technical Sales by John Care. We wanted to discuss a bit about it, and discuss the diversity in the role of Sales engineers.
Demonstrations are the keystone foundation of a Sales Engineer’s Career. Some SEs demo on a daily, weekly or monthly basis. Some companies actually hire demo engineers separate from Sales Engineers. But why do we demo?