Sales demos are about more than just selling your product. They're to make sure your prospect has enough information and knowledge of your platform to go away and play around with it themselves. The issue: they need to feel your product as well as see it. Which is why you should consider co-browsing in your sales demos.
People learn through interaction
“I Hear and I Forget, I See and I Remember, I Do and I Understand”
(Origin disputed but often attributed to Conficius)
The majority of sales demos involve the sales agent sharing their own screen while the customer sits back, watches, listens and occasionally asks/answers questions.
These use traditional screen sharing, where there's no possibility for physical interaction.
You want your prospects to come out of the demo feeling like they are more in-tune with your app, confident in exploring and experimenting on their own.
Your customers need to emotionally experience your app
Experiential learning supports the idea of learning through experience and reflection.
Rather than passive absorption of information, it pushes physical involvement, following a period of dissection, and then experimentation.
We screw up, we get angry, we remember.
Mistakes are infuriating, they’re embarrassing, they push you to do better. They trigger an emotional response, and emotion plays a huge part in memory.
There exists a number of studies and theories on emotion and memory, but the most important thing you need to know is:
Your customers need to emotionally experience your app, not just passively examine it.
How co-browsing keeps people engaged
First of all, there are no downloads. It’s built into your website. It’s instant. One click. You don’t leave your website. They don’t get stressed installing stuff.
So, what is it?
With co-browsing, you see the user moving around on your website and then browse it together with them.
Imagine you’re on a call with a user who’s on your website’s pricing page. In one click you can see them moving around on that page and draw a circle around a specific feature in the enterprise plan to highlight it.
Co-browsing is where both the user and the sales agent browse the same website or web app together. Imagine two mouse cursors on the same page, both are able to click and scroll.
With co-browsing, you aren’t limited to sitting back and watching and there’s a chance to train as well as guide.
Human interaction is becoming scarce as convenience takes over.
People like people. Well, most people, anyway.
If you take a look at how much of your life can be done without having to actually talk to someone, you’ll realise how lonely it can be.
Travelling, working, shopping— it’s possible to do all of these without saying a word to anyone.
A growing number of people are spending their days in front of a screen, and with it, comes a sense of isolation. Because of this, collaboration is a huge selling point for a lot of software.
Don't let your demo be replaceable with automation
Certain parts of customer service can be automated for ease and speed, but demos are still popular for many reasons. One of them being the fact prospects still want to speak to a real person.
There is this culture of optimisation - automation, AI, self-help and so on.
With this, comes the sacrifice of organic interaction, giving technology the potential to be dangerously alienating.
But collaboration software connects real people. Collaborative browsing (co-browsing) allows for real interaction without the fuss that comes with traditional screen sharing.
See how Upscope co-browsing is a fundamentally more advanced Teamviewer alternative