The Better Demo Method To Sell More Education Services & Products

Summary:Selling to schools and districts is more than just having a good product—it’s about really understanding the specific challenges and needs of the education market. In this episode, Special Guest: John Gamba (Entrepreneur in Residence at the University of Pennsylvania Graduate School of Education)  and I talk about how to deliver better sales demos, especially when technical issues or multiple decision-makers are involved. From using Loom videos to keep the conversation going between meetings to handling tough questions from tech experts, we’ll show you how to turn a demo that’s going off track into a win. If you’ve ever struggled with technical problems or pushback during a demo, this episode will give you practical tips to recover and close the deal with confidence.Key Takeaways:The surprising reason why your demos may fall flat—and how a strategic video sent at the right time could change everything.A simple technique to handle tough technical questions without derailing your sales momentum.Why demos go wrong more often than you think, and the key shifts that can turn a bad pitch into a win.The art of sending personalized demo follow-ups that show prospects you're truly listening—learn how to nail this crucial step.How to manage those "bad apples" in the room who seem determined to poke holes in your pitch—and flip the situation in your favor.This episode is a must-listen for any entrepreneur in the EdTech space looking to sharpen their sales approach and turn potential pitfalls into powerful selling points!Chapters:Introduction to the Episode (00:00:00)Guest Introduction (00:01:00)The Importance of Demos (00:01:17)Guided Conversations in Demos (00:03:29)Consultative Selling Approach (00:04:41)Benefits Over Features (00:06:01)Contextual Selling (00:07:01)Using Strategic Plans Effectively (00:07:56)Engaging with Prospects (00:10:08)Learning from Successful Demos (00:12:29)Demo Timing Considerations (00:16:39)Using Video for Demos (00:18:56)Listening to Client Needs (00:20:08)Personal Experiences with Demos (00:22:25)Lessons from Demo Failures (00:23:16)Understanding Security Concerns (00:24:19)Technical Preparedness in Demos (00:25:34)Utilizing Feedback Effectively (00:26:44)Handling Technical Questions (00:27:42)Staying Calm During Challenges (00:28:34)Post-Demo Follow-Up (00:29:36)Learning from Challenges (00:30:27)Importance of Practice (00:31:01)Closing Remarks and Community Engagement (00:31:26)Resources or Links:Connect with John Gamba: LinkedInInterested in Growing Your Education Business? Book your FREE Strategy Call with Josh.

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