One thing I personally found helpful was to use a demo to help your customers feel rather than knowing more or understanding more. Often emotion takes over logic when it comes to decision making.

Knowing your audience is crucial in any negotiation or conversation. Here are a few tips to help you understand and connect with your audience: 1. Research: Before the conversation, gather information about the individuals or group you'll be negotiating with. 2. Active listening: During the conversation, pay close attention to their verbal and nonverbal cues. This will give you insights into their preferences, concerns, and communication style. Adjust your approach accordingly to build rapport and establish a positive connection. 3. Ask questions: Don't be afraid to ask open-ended questions to gather more information about their needs and expectations. This will demonstrate your interest and allow you to better understand their perspective.

El abordar un prospecto de cliente es un emprendimiento, no se puede dejar al azar. Cuando el ejecutivo de la empresa busca ampliar su cartera, el primer paso debe ser el de investigar las empresas que tenga en mente y que pudieran verse beneficiadas por el servicio o producto que se le va a ofrecer. De esa investigación saldrán los temas que abordará una vez que haya logrado que lo reciba. El cómo se producirá ese encuentro dependerá de la habilidad del aspirante a proveedor; si ha estudiado bien la naturaleza de la empresa, su trayectoria... y hasta su calificación de riesgo financiero, podrá presentar de mejor manera su propuesta de solución. Si logró despertar el interés del representante, llegó el momento de plantear sus preguntas.

1. Introduction: Start by greeting the person and establishing a friendly tone. You can introduce yourself and express your willingness to help. 2. Identify the purpose: Clearly state the purpose of the conversation. This will guide your discussion and keep it focused. 3. Gather information: Ask relevant questions to understand the person's needs or concerns. Listen actively and show empathy. 4. Provide information or solutions: Once you have a clear understanding of the situation, offer helpful information or suggest possible solutions. Be concise and organized in your response.

Always structure a demo based on your clients problems and what they are after. Give them a feel of their most sort out solution first rather than following a set template. Always be open to change things for your customers.

1. Understand the context: Determine the purpose of the conversation and what information or assistance is expected from you. This will help you tailor your answers accordingly. 2. Research: If you're unsure about certain topics or questions, take the time to research and gather relevant information. This will ensure that your answers are accurate and reliable. 3. Organize your thoughts: Create an outline or structure for your answers to ensure they are clear and concise. Consider including key points or examples to support your response. Remember, preparation is key, but it's also important to be flexible and responsive during the conversation.

I would like to add another thing here is to ask more to understand more, rather than feeling a need to answer as soon as the question is posted. This will give you enough clarity to direct you and your customer in the right direction.

It is often effective to ask the audience questions that are relevant to the presentation topic. It helps to keep people engaged, and creates interest because people hear from others including the presenter. As presenter, you can always fill in the gaps or reinforce the points being made. Knowing the audience is key, you don't want to embarrass people by asking overly complicated questions, or disparage people who may be less knowledgable and are there to learn.

In addition to this I would like to share an acronym which I came across a few years ago. It is ACT. Which refers to Acknowledge, Clarify and then Talk Always wait for your customers to respond rather than filling them with any information. Just imagine you trying to listen to different beats in a music, you would want to focus and avoid any distractions. Remember it is all about the feel.

If your customer still needs time to think or has objections even after a great demo, means it's time to reflect and ask yourself the following questions, What could I do differently next time? Was there any gaps in understanding or even representation? At what stage during the interaction do I feel I lost the potential sale with the customer? Keep learning and you will get better outcomes.

Switch sides on tables. Step into customer shoes or be a customer of the demo you intend to present and think about potential areas of clarification you may seek. That's the starting point. Beyond that, understanding stakeholder persona is of apex importance for effective demos and for translation of the demo into a win win partnership. Contextualization of the demo to customer environment could potentially answer a lot of questions upfront and can avoid unpleasant spots during the conversations and create a mutually trusted and comfortable scenario.