Good morning sales people.

Welcome to The Best Sales Newsletter.

One tip (every Sunday) to help you build more pipeline, close more deals and earn the income you deserve — Let’s dive in!

We’re diving into the demo today.

Specifically, the two slides every AE should use to start the call. Including examples you can steal and start using immediately.

Your entire sales process should tell a story:

1. What’s most important to the prospect (goals and challenges).

2. How you’ll specifically help their business and use case.

3. How your solution’s different and why those differences matter.

Start your demo with a slide that recaps the most important things you learned on your discovery call (title equals “what we heard”).

Priorities and challenges should always be #1 and #2. From there you can add what makes the most sense: future state or business details are great if you’re not sure where to start.

Important: Listen to the recording of the discovery call and use actual quotes from the prospect when describing the above.

Now that you’ve set the stage for what’s most important to the customer — It’s time to share your plan for the demo.

Each feature should be directly tied to their priorities and challenges. Underneath that, your most important differentiators and why they matter.

Most AEs (and your competitors) give “harbor tour demos”. Where they simply show everything and use the same talk tracks, regardless of use case.

This exercise, forces you to be selective, make your story as compelling as possible, and separate yourself from the competition.

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I’m looking to expand my horizons and pick up some new tunes.

That’s it for this week’s newsletter, friends…

See you next week!

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.