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5 Practical Tips For Giving Better Online Sales Demos

Be it online or offline, the demo is a crucial part of the sales process. It is your big opportunity to demonstrate the benefits of your product to your prospects. You’ve already spent a lot of time and effort on getting a meeting scheduled with your prospect, so you want to be sure to make the most of it.

Below are 5 practical tips for giving better online sales demos that will get you one step closer to closing the deal.

1. Pick the right tools

Giving a great online sales demo starts with having the right tools. To get started, you will need:

  • A scheduling tool for scheduling your demos
  • An audio solution so that you can speak to your prospects
  • A good headset so you can keep your hands free to give the demo
  • A screen sharing tool so you can show your prospects your product or presentation
  • A CRM tool for managing your prospects and ensuring that you don’t miss following up with any of them

Quick Tip:
Unless you have a really fast Internet connection, avoid using VoIP for your audio solution if you are going to be screen sharing at the same time. Since both use a lot of bandwidth, using VoIP and screen sharing at the same time could reduce the quality of both.

2. Figure out the goal of your demo

After you have selected your tools, you will next need to figure out what you want to accomplish with your demo. What action do you want your prospect to take after your demo? Keeping your goal in mind will help you to focus your demo on what matters most.

Let’s give it a try:

Write what you want to achieve from your demo in the space below.

After my demo, I want the prospect to __________________.

(e.g. purchase the product, sign up for a trial, schedule a meeting with other stakeholders)

3. Highlight benefits, not features

Highlight benefits, not features

Your product is awesome and has a ton of features. Great! It’s natural to want to talk about everything that your product does. But wait…you may be overwhelming your prospects with too much information!

Your prospects are only interested in one thing: how you are going to solve their problems. Before you start demoing your product, you need to understand what your prospects’ problems are (their pain points). You can research this information before the demo or (even better) ask them about them at the beginning of your demo. Once you understand their pain points, you can better talk about the benefits of your product and how it will address their pain points. This will be much more effective than blindly going through a laundry list of features.

Remember:

Understand what your prospects need so that you can demonstrate how they can get it through your product.

4. Give your prospects time to speak

Effective sales is all about asking the right questions and then shutting up and listening.

Do not spend the entire time showing your demo. Keep some time at the beginning to learn more about the prospects and their needs so you can tweak the demo if necessary to better touch upon their pain points. You want to also leave time at the end for answering any questions that your prospects have.

If you go into a demo with the idea that you are just going to do all the talking and achieve what you want, it’s going to be a struggle. But if you go in with the idea that you are going to listen and try to understand your prospect, you’ll have a much better success rate.

5. Practice, practice, practice

All great demos take lots and lots of practice. Practicing not only means rehearsing what you’re going to say. It also means getting feedback from others on the content, delivery, and structure of the demo so that you can make it better.

It is also important that you simulate the demo as closely as possible: if you will be giving online demos, make sure that you’re not giving the demo in the same room as your practice audience and that you are using the tools that you will be using for your actual demos.

Your practice audience can be anyone: a colleague, a friend, or an acquaintance. Present the pitch as if you’re presenting it to the prospect and encourage your audience to be critical. The more feedback you get, the more opportunities you will have to make your demo better.

We’d love to help!

We at Screenleap know how important practice is. If you don’t have someone readily available to practice with, you can present to us! To schedule a practice session, just tweet us at @screenleap and let us know about your demo and what you would like feedback on.

Over to you

Put these tips into practice and you’ll be able to craft and deliver an excellent online sales demo. And, of course, if you need any help, just give us a shout. 🙂

Finally, we would love to learn from you. Share with us your favorite tips for giving better online sales demos in the comments.

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Plugin Support Disabled In Latest Version Of Google Chrome

To allow you to share from as many computers as possible, Screenleap offers you multiple ways of sharing your screen. We offer a Windows app, a Mac app, a Java applet, and a browser extension. Sharing your screen using the Chrome browser, however, has become more limited starting with version 42 of Chrome as Google has decided to disable support for the NPAPI plugin that our Java applet depends on. As a result of this change, you will no longer be able to share your screen using the Java applet if you are using the Chrome browser.

Work-Around

To work around this issue, we have switched all Java applet users over to the Screenleap for Windows and Screenleap for Mac apps. As an alternative, you can also use our Screenleap browser extension, which now supports full-screen sharing. If you using Firefox or Internet Explorer, you can switch back to using the Java applet by doing the following:

  1. After signing in to the Screenleap site, move your cursor over the “Account” link on the top-right corner of the page and click on the “Settings & Preferences” link.
  2. Select “Java applet” for the “Share your screen using” option.
  3. Save your settings and then start a new screen share.

Re-Enabling the Java NPAPI Plugin

If you are having problems getting the Screenleap for Windows app working for any reason, you can temporarily re-enable support for the Java applet plugin by first following the steps above to switch back to using the Java applet and then doing the following:

  1. Go to: chrome://flags/#enable-npapi
  2. Click “Enable” for “Enable NPAPI” option.

enable_npapi

Please be aware that this option will only work for the next few months as Google plans to completely remove support for all plugins (including the Java applet plugin) in September.

Please contact us if you need any assistance with using the alternative presenter apps or re-enabling the Java applet plugin temporarily.

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Simplify Sharing With Gmail Integration For Screenleap Browser Extension

We would like to share with you some recent changes that we have made to our browser extensions:

  1. We have merged the functionality in the Screenleap for Gmail browser extension into the Screenleap browser extension.
  2. Java is no longer required to share your screen with the new Gmail integration. All you need is the browser extension.

All-In-One Extension

You no longer need to install a separate browser extension to integrate Screenleap with Gmail. It has now been added to the Screenleap browser extension. We decided to merge the two extensions together to reduce the confusion caused by having multiple browsers extensions and to make it easier to enhance the extension in the future. The merged Screenleap extension will be the only extension that we support going forward. Please uninstall the Screenleap for Gmail extension if it’s installed and install the merged Screenleap extension.

Java No Longer Required

The Screenleap for Gmail extension required that Java be installed in order to share your screen. This requirement created a hassle if you did not have Java installed as you would have to download Java, install it, and restart your browser before you were able to start sharing your screen. With the new Gmail integration, all you need is the browser extension.

How To Use

Install the Screenleap extension and then refresh the Gmail tab. Once installed, two new icons will appear in the bottom of your Gmail compose window. To start a new share from Gmail, simply click on either the screen or browser icon. The screen icon is used to initiate sharing of your entire screen. The browser icon is used to initiate sharing of just your browser window.

screenleap_gmail_integrationOnce your screen is shared, the share link will automatically be inserted into your email message. You can then share the view link with your viewers by emailing them directly from Gmail.

Future Integrations

We will be integrating the Screenleap extension with other tools that you frequently use. Please let us know what integrations you would like to see!

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Happy 2015!

2015Happy New Year Screenleapers!

As we bid goodbye to another great year, we would like to highlight the enhancements made to Screenleap in 2014 to make screen sharing even easier for you and give you a preview of what’s in the works for 2015.

 

2014 HIGHLIGHTS

Branded Company Account

We added the ability to customize the look-and-feel of your accounts so that you can increase your viewers’ exposure to your brand for those important sales, support, and training calls. The Branded Company Account also includes support for integrating the screen share viewer into your website, so your users don’t have to leave your site to view your screen shares.

Web Chat

You can now quickly communicate with your viewers during your screen shares without having to jump on a call with our integrated web chat feature.

Screenleap for Support

Screenleap for Support allows you to easily see someone else’s screen so that you can provide them with better support. All you need to do is send a link to the person whose screen you want to view. The person will be guided through a quick install and then you will be able to see the person’s screen.

Meeting Scheduler

You can now schedule screen shares in advance using the meetings feature. Meeting participants will receive an email that includes a link to the meeting and information for connecting to the audio conferencing bridge.

HD Audio Conferencing

We have upgraded our audio conferencing service so that you can enjoy crystal-clear conference calls.

 

COMING UP IN 2015

Faster Screen Shares

We have a beta version of a new web technology called WebRTC available on our browser extension for you to try out. WebRTC allows us to reduce the latency so that changes to your screen show up on your viewers’ screens faster. We will be rolling out the technology to all our presenter apps later this year.

Recording

We will be launching support for recording your screen shares to both our subscribers and to our API developers at the end of the month. The recording feature will allow you to record your screen shares for later playback.

Integrated Audio

We will be adding support for sharing audio directly from your computer so your viewers won’t need to dial-in to hear your presentation.

iPhone/iPad/Android Sharing

We will be adding support for sharing from your iPhones, iPads, and Android devices later this year.

Collaboration Features

We will be making Screenleap more interactive this year. To start, we will be adding support for viewing your viewers’s mouse so that your viewers will be able to point things out to you during the presentation.

 

WISHING YOU A HAPPY 2015

We would like to thank you again for making 2014 a great one. We really appreciate all the feedback and suggestions that you have provided us over the last year: Screenleap is the tool it is today because of you. Wishing you lots of health, happiness, and success in 2015!

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