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Management & Leadership

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

The TACTIC: How do you suggest we do that? Fighting hostility does nothing to increase sales.

The TACTIC: Will do it. Not could do it. Substitute “I will do it” for “I could do it” and see yourself in a whole new light.

The TACTIC: Reachable & believable goals. If you always focus on how far you have yet to go, it will always belittle how far you have come.

The TACTIC: We did that...once. If babies treated learning to walk the way some companies treat “we did that once” situations, all of us would still be crawling around on our bellies.

When it comes to the technology we can use to make our day easier, we live in an era of astonishing, intimidating variety. Sometimes it seems there are just way too many options! It’s easy to become infatuated with a new, cutting-edge application… but we should think twice before we make a permanent commitment to a new piece of technology. Before we invest precious resources like time, finances, and our team’s attention on implementing a particular software application, we should consider the following questions closely.

The TACTIC: Let your prospect do 70% of the talking. Prospects don’t have time to be buried. Why train salespeople to bury them?

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.