Speaker 1: Hey, are you new to software and you need to give software demos? Well, there are certain things that you need to do in a demo, but if you don't do them, you have a high likelihood of losing the deal. But if you do them, you are much more likely to close the deal. In fact, we've seen close rates of 50, 60, 70% off of software demos once you do it the right way. This is going to show you exactly how to do it. Okay, so doing software demos is definitely an art form. In fact, I teach a course called the art of the demo. It's something that is very, very critical to understand how to deliver a demo. But before you understand how to deliver it, you need to understand the structure, what's part of a software demo. Now, who am I and how can I talk about this? Well, I've given thousands of software demos in my life. In fact, when I started my first SaaS company, I had not done any demos. I thought it was gonna be just fine. I thought if I just show the product, we're golden. No, it was horrible. I fell flat on my face, could not sell anything. Nobody wanted it. Nobody was buying. It was really, really frustrating. It took me years to figure out how to actually sell within the software world because it's a different ballgame. Selling in software is different than selling anywhere else. So fortunately, I created a process using an amalgamation of a bunch of different sales methodologies. I created a process that works for software sales and is explicit for software sales. That's what I'm going to share with you today because once we use that process, we took off exponential growth. We started getting clients by the bushel. We had investors coming to us and we eventually exited. This process worked in other companies of mine after that as well to similar success. I promise this is how you sell within software because doing a demo is more than just explaining the product. Okay, that's one of the main things that's important. The demo is more than the demo. In fact, explaining the product is only a tiny, tiny piece of it. Okay, let's go to the iPad. The perfect deal process is the process that exponentially grew our company. This is how you close software deals at scale. This is something my clients are using every day to accelerate their close rate and their growth rates as well. So what is the perfect deal process? Well, if you notice on the screen here, I have deal all capitalized. That means something and it makes it really easy for you to remember how to structure your software demos. So first, really, really important within your demos or maybe just before your demo, sometimes it's a separate call. You've got to be able to do discovery. You have to learn all about your prospect. You have to learn what they care about, what they're yearning for, what they're hoping for, what they're worried about, what keeps them up at night. You've got to get inside their head and understand them. Discovery is more than just asking them a question and trying to figure out if they're a fit. If you're only determining fit, you're missing a lot of discovery. This is where you can get them really emotional about their problem and their situation. And this is where you can build a foundation for the rest of your sales process. After discovery, we have educate. Education is really, really critical. In fact, MIT Sloan did a study showing that you have to educate your buyers. People didn't use to do that. People wanted to just keep buyers in the dark, hoping that they would only want their product. But people these days need education. How you educate matters. You need to teach them about you, your person. Do a personal why. Explain yourself. People buy from people. So instead of just explaining all about the company and we're amazing at this and we're great at that, tell them about you and give them some personality. They're going to love it. Educating them on you and other factors in the industry is absolutely critical and must happen if you really want to close deals. Once you've done that, now you need to associate. What that means is you need to associate your product and your solution to their problem. So educate goes to associate next. But associate, this is where you need to go back to what you learned in discovery. Once you learn about their pain and their problems, this is where you have the chance to now associate your solution to their specific needs. You also can associate to what you educated them on. Maybe there's some big push that your company is trying to put out there and educate the market on. If you can associate that your solution helps solve that, you're going to win much more often. So associate goes to educate and discovery. If you can take your solution and connect it in their head to their problem, they're going to see your solution as the answer, the thing that is going to get them what they need. So associate is third. We've got discovery, we've got educate, and we've got associate. And the last piece, what you need to do the entire time, you need to lead. You need to lead the sales process. You need to lead your sales calls and your demos. You must take control. If you really want your deals to close, do not be that person that just says, hey, what do you want to do? The prospect doesn't know what they want to do. You don't go to a personal trainer if you need to get fit and ask them, what should we do today? They tell you, they are the expert. Just like here, you are the expert. You take control of the call. You set your structure. You design out how it should go. And you make it happen. So there it is. Discover, educate, associate, and lead. When you can do this correctly, the reason that I built the model visually to go up is because that's where your growth goes. When you can do each of these within your software demos, you are going to close a lot of deals. Now, if you like this, check out my other video here, the seven most common demo mistakes. There are lots of things you do in a demo that could cause issues and cause them to not want to go with you. So make sure you're not doing any of those mistakes. Check that video. But beyond that, if you want to learn more about the perfect deal process, I actually created a mini course, an entire course showing you exactly what steps to take so that you'll know, how do I discover? How do I educate really well? How do I associate my product so it becomes a very powerful bond in the buyer's mind? And how do I lead them to the close? Beyond that, I told you that demos are an art. I'll share with you my art of the demo training. If you get my software demo secrets mini course, it is a course that's very quick. You can get through it in a day or two. It's going to show you exactly how to close a bunch of deals. If you get that, I will include the art of the demo training. So you'll know how to deliver impactful demos, not just the structure. It's more than just these pieces. It's how do you deliver it? And that's where you're really going to win. So I'll give you all the different pieces of the demo training as part of that mini course. It's called software demo secrets because what I've done is I've shared the secrets that I've learned to giving demos over the thousands of demos that I've delivered as well as the thousands that I've coached on. You're going to learn what the experts know and how the experts are delivering outstanding demos so that you can become that expert. So check it out. There's a link down there below. Software demo secrets is the course that's going to give you exactly what you need to know how to close a lot of software demos. And if you like this video, if you thought it was helpful, please like it, please comment. Let me know what you thought. It really helps me give you more content, more videos to exactly what you need. So thank you very much for watching. We'll see you next time.