How to present software products to customers

How to demonstrate software products?

I. Purpose
1. Demonstrate the background, strength, and influence of the company;
2. Demonstrate the powerful functions of the Cisco Software;
3. describe our solutions based on the Demand Survey;
4. Learn more about the key personnel of the company;
5. After the demonstration, the enterprise's boss/senior management personnel usually directly ask for other details, in case of hardware/network requirements, personnel quality and management level requirements, prices, and after-sales services, you can directly communicate with each other and determine the intention to sign the ticket.

2. Preparations before demonstration
1. Preparation of demo data is very important. You must have the data in the industry or the actual data of the customer. The customer will feel very cordial;
2. Understand the customer's participation in the software demonstration personnel and the problems that the customer needs to solve, and have a certain understanding of the internal processes of the enterprise. (this can be obtained through preliminary demand research;
3. Prepare the Demonstration Device and relevant demonstration documents;
4. If conditions are met, it is best to dress in a uniform manner, which will leave a deep impression on the customer;
5. Determine the demonstration time, location, and participants.

Iii. Demonstration skills

(1) opening remarks and company introductions
1. When the customer just entered the venue, his mood had not been removed from his work. He had to open his remarks (cold greetings, market conditions, etc) gradually direct the customer's ideas to the software to be demonstrated;
2. I would like to introduce the main personnel of both parties, especially the team members of the other party, so that they can master the key figures in the demonstration later;
3. Let our senior executives briefly introduce the company's technical strength, technical characteristics of the products, honors, position in the national counterparts, and major customers through the PPT.
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(2) function explanation and software demonstration
1. First, we will introduce the main process, main module, and main functions of the Cisco Software System, so that the customer can have a general understanding of the software;
2. The second step is to introduce the highlights of Cisco Software and the satisfaction of requirements;
3. The next step is to demonstrate the actual business process of the enterprise. We need to be familiar with the software first. If you are not familiar with the software, it is very likely to expose the problems existing in the software to the customer, making the software demo ineffective;
4. Based on the data prepared in advance, different "processes" should be implemented to bring out different information for different purposes, so as to meet the needs of customers in different business situations, reflect the advantages of Cisco software;
5. During the demonstration, pay attention to the full combination of eye movement, manual movement, and mouth movement. Close cooperation between the three will not be out of touch, let the customer feel that they are listening to a beautiful speech, integrating in one go;
6. The purpose of the software demonstration is to present the advantages of the software to the customer and impress the customer. If you talk too much and too detailed, you will not be able to remember it. For example, if you explain it like training, the effect will be poor.

(3) methods and skills for answering customer questions in the demo
1. You can present or explain the specific and well-resolved problems raised by the customer. However, after the solution, you should understand the problem and return to the original demo topic;
2. problems that cannot be solved directly in the software, but can be implemented in a flexible way (that is, a solution. The demonstration staff should be flexible;
3. Handle the problem in time: "Your problem will be discussed in the module later"; "Your problem is complicated and you need to do more demo data, we can further communicate after the demo is completed ";
4. How to manage unreasonable problems of customers from the perspective of scientific management, overall enterprise benefits, or management methods of other similar enterprises;
5. For features that are not available, do not go around. simply say that the current version is not available, but the new version is ready for development or will be developed. Avoid excessive entanglement;
6. Pay attention to the cooperation of the team. If you are not good at it, you should ask other personnel to help answer the questions. In addition, you can complement and cooperate with each other.

(4) Grasping the atmosphere and scenes in the demonstration
1. It is also important to demonstrate the spirit, manners, and manners of the personnel;
2. During the software demonstration process, the demonstration personnel should learn to control the scenes and atmosphere from the start of the software demonstration to the end of the entire process, and do not lose the dominance, leading to confusion in the demonstration scenario;
3. The demonstration staff must be confident, passionate, and energetic. Pay attention to all kinds of details during the software speech process, such as the sound reduction, the body posture of the software demonstration, and the facial expression for answering questions, in addition, this kind of architecture was deeply impressed by the customer's ideas through software demonstration.

4. Follow-up after demonstration
1. After the demonstration, call key personnel of each department to learn about the demonstration result. Raise a solution either orally or in writing to the concerns of their departments, so as to deepen their impressions;
2. Understand competitors and take the lead (preemptive) to attack the most threatening opponents. However, you must pay attention to the methods and should not be too radical;
3. Contact the company's executives in a timely manner to understand their existing concerns and concerns, and then arrange a high-level meeting to increase their confidence. Arrange a successful customer visit if necessary;
4. Strengthen public relations for key figures and immediately sign orders through emotional communication (or sending gifts;
5. Answer some new management questions and software functional questions and new concerns in a timely manner. pay close attention to these concerns;
6. Requests and requirements must be cleverly put forward/implied;
7. The contract has been prepared and can be negotiated at any time when the time is ripe.