--- title: The Demo description: The demonstration role in VMG is a wonderful role to become highly skilled at. The brave souls that can deliver the best demo’s inevitably make the most money in VMG and will generally become the frontline leaders in the industry. … url: "https://vmgexcellence.co.za/docs/the-demo/" updated: "2025-10-23" category: ONBOARDING NEW CUSTOMERS tags: - VMG DMS - VMG WMS --- # The Demo The demonstration role in VMG is a wonderful role to become highly skilled at. The brave souls that can deliver the best demo’s inevitably make the most money in VMG and will generally become the frontline leaders in the industry.  Make it a goal to do as many demos as possible. Not all demos will be sales. Some demos are used as marketing exercises. Aim for 1 demo a week and get busy making that happen while you still meet the needs of your vast user base. Be sure to go through the [Sales 101](https://vmgexcellence.co.za/professional-selling/) and [Relationships and Influence](https://vmgexcellence.co.za/relationships-and-influence/) notes before you dip your toes in the Demo waters. #### **You Are THE Problem Solver** Remember that businesses exist because they solve problems or satisfy needs. The primary law of basic economics (Supply and Demand) will always apply. There are always problems to solve and VMG is able to help solve many of them in the Motor Trade. We have the supply, you must identify the demand and then satisfy it. Be honest with yourself and your client. You should be looking deeply into whether or not, VMG can genuinely satisfy the client’s needs. This is a serious matter. **DO NOT TAKE MONEY WITHOUT ADDING MORE VALUE THAN THE MONEY IS WORTH**. To know this, you first must understand the needs so be sure to quickly define the problems or needs so that you know what to aim at during your demo and can save time by getting to the “yes”, quickly. **DO NOT TAKE ON A CLIENT THAT DOES NOT FIT OUR CLIENT PROFILE. VMG IS BUILT FOR A SPECIFIC INDUSTRY AND PURPOSE. IT’S NOT A CUSTOMISABLE SYSTEM.** #### **Before The Demo** 1. Qualify your client 1. We serve the independent motor trade of South Africa. Our ideal client is an INDEPENDENT dealership  2. Know your Audience (Research Research Research). 1. Scan their online presence. 2. gather as much info as possible on ALL role players.  3. What is their history? 4. What are their interests? 5. Is it a family business? 6. How long has it been around? 7. What does HelloPeter/Google reviews say, 8. check their facebook profiles. 9. Check for networks and relationships. 10. Check where they advertise. 11. How many cars do they have in stock? 12. How many branches? 13. How many staff? 14. Who is who? 15. Who does what? 16. How did they get started? 17. How involved is the accountant? 18. What does their filing system look like? 19. What systems are they currently using? 20. What does their F&I use? 21. Who builds their website? 22. Is their website in a good sate? 3. Focus your DEMO prep on showing them how VMG solves their most important needs that you have discovered during your investigation. 4. You are aiming for an 80% closing ratio. Anything less is below the required standard. Get your head in the game. Keep it there. 5. Nearly all our demos are a result from an inbound sales call. This means that our potential customers asked us to please come show them what we have to offer. As long as you can quickly get to the primary reason they called us and prove that VMG can help solve their problems, you won’t have to do much convincing Regardless of your position at VMG, every moment possible, you must be upselling. Remember to only upsell if it is for the right reasons and you know the implementation of what you are selling will be a success. Do not sell anything that will make it difficult for the dealership or for your VMG team members.   #### **Demo Preparation** - Confirm the demo appointment the day before. Don’t start a relationship by allowing people to think that your time can be wasted. - Dress and groom appropriately. You represent one of the best teams and products in the Motor Trade. - Make sure your demo databases are on the latest versions and that they have been checked for any errors. - Make sure your laptop is charged and clean, have your background be a VMG Logo, or a car, or something motor trade related.   - Make sure that your laptop auto connects to your Mobile Hotspot. If you don’t have data, you have probably neglected your prosperity consciousness. Sort your data out. Data is a tool. You want good tools. - Do not be late for your demo. Get there 15 minutes early and make sure your presence is acknowledged by the people you will be meeting. While you wait, observe as much as you can. #### **Meet and Greet  ** 1. You will not get a 2nd chance to make a great first impression.   2. Stand tall. Use subtle but confident body language. You are being watched and judged from the moment you pull up in your car. 3. Give everyone a big smile. Especially with your eyes.  4. Make eye contact.  5. Offer a firm handshake but do not crush their hands. Touch their arm while shaking hands. 1. Do not shake Muslim woman’s hands. Rather smile and nod with your hand on your heart. 6. Introduce yourself with your Name & Surname. Don’t be the person whose name is instantly forgotten. 7. Remember your manners (Use the "nice/pleasure/great to meet you”. Thank them for sharing their valuable time. Remember to say please. Remember, humility does not equal subservience.) 8. Find something to genuinely compliment them on, at their dealership. 9. Do not sit until invited to do so. This creates the illusion that they have control. 10. Ensure that you put them at ease. You achieve this by being at ease and letting them know the demo is very casual and there are no expectations on our part. If we can help, we will. If not, at least we have grown our network. 11. Use open body language. Nod your head (use the Noddy, it gets people to nod their heads and if you can get everyone to nod their heads, you have created a party and parties are fun).   12. Have fun. Be enthusiastic about everything. People love enthusiastic people. Remember the last time you told a good friend about something “cool” that you experienced or showed them something that you think is great? Be like that. 13. Be prepared to steer the meeting towards the reason they contacted us. 1. They have never had a demo before so you can’t expect them to know which way to direct the meeting. Be the warm and kind leader they are silently craving you to be.  #### **Warm Up | Warm Up | Warm Up | ** 1. People only buy from you if they like and trust you  2. To get people to like you, be easy going and smile and have a good sense of humour. 3. To get people to trust you, get them to talk about themselves and their interests. 4. To get them to talk about themselves, use the questions below. Keep it casual. It's only business and it's in abundance. #### **General Warm Up Questions ** 1. How long have they been trading? 2. “This is a good spot you have here”. How long have they been there? 3. Are they from the area originally? Where are they from? What is their history? 4. How did the owner get into the motor trade and eventually run his own operation? 5. What are they currently using to manage their admin and accounting? 6. Why did they contact us to come give them a demo? 7. Has the owner ever worked in the corporate space? 8. Who is THE primary decision maker? 9. Have they used other software in the past? 10. Is it a family business?  11. Are there partners in the business?  12. How involved is the owner in the day to day running of the business?  13. Do your best to not state the obvious. It wastes time. 1. E.G. On a very hot day, don’t tell the client how hot it is. They know already. Get on with it. 2. If you must make small talk then do so intelligently. 3. Stating the obvious is an insult to people’s intelligence. Only discuss obvious trivia if your client has started with the obvious. When this happens keep it cordial and short. 4. Get to the point.  14. Use the warmup phase to gather information so you know how to direct your demo. 1. Try by starting with “before I start the demo, is there anything of specific importance to you, that you would like to chat about”. 2. Get their teething issues the ‘GRR’ issues so that you can focus the demo on those points. It's a quick sell and they see that we build long relationships and care about them. 3. Never bash a competitor’s product EVER!!!!!  #### **The Demo  ** 1. Know your product. Do not sell something that you do not know anything about. Your potential client trusts you to be the expert or at the very least to be honest when you do not know something.   2. Dig deep to the real reasons we were called. 1. What value exactly, will we be providing. 2. What specific problems will need solving? 3. If you tell a client that you will find out and get back to them, do it that day  4. Keep demos as short and sweet as possible. 1. Aim for 30 minutes and a max of 60 but budget at least 180 minutes just in case.  5. If you are providing a demo to a client with a VMG colleague, ensure that ONLY 1 person does the demo. 1. The other VMG team member must not interfere. Let the salesperson do their job. The 2nd person just nods, smiles, and uses the right body language and facial expressions when appropriate.  6. If providing a demo for DMS or WMS Admin and Accounting, stay focused on the admin. Do not get side-tracked with the VMG Add On Products.  7. Mention Add On products but only elaborate on them if your client asks questions in this regard. 8. When you get started, stay on track. Do not get side-tracked into conversations that leads you away from the sale.  9. You must know your audience. If you do not, how can you provide the right solutions for their needs? Ask questions while you demo. It breaks the monotony of you just speaking about software.  10. Be confident on your product speak loud and clear and try get the audience involved j. Never ever say I don’t know that module – you should have gathered the information before going into the demo and asked the correct member to do the FULL demo.   11. Remember to show and not only tell in your demos. People tend to relate to things easier when they can see something in action. Use it as a mini training session with their dealership out line, eg: if its bikes use bikes not vehicles   12. Remember that you are speaking to the primary expert in his business. Do not assume to know more than your audience. At the very least, allow them the opportunity to feel as though they are the expert. Rather listen and speak less  13. Be sure to stop periodically to find out if you are proceeding at the right pace or if your audience has any questions or thoughts. Get and keep them involved.  #### **Dealership Demo** 1. How many users will they have? How many admins and sales staff?  2. Do they have their own F&I or do they outsource the F&I services? 3. Does their bookkeeper work onsite, or do they outsource the accounting work? 1. If the bookkeeper is onsite, be sure to meet with him/her after your demo 2. Let them feel that they have a say in the decision-making process. “Hi \[name\], the boss \[name\], asked me to get your opinion on something. Have you got a second? He’s thinking of upgrading the admin systems for the \[business name\] and I was wondering if you could share your thoughts on the bookkeeping section for us?” 3. Ask simple accounting questions to see if they can work to Trial balance or else they will cancel after a month. 4. Have any of their team ever used VMG before?  5. Do they have a floor plan?  6. How many branches do they have? Same VAT number or not? 7. How many cars do they carry? 8. Do they have a general manager?  9. Do they have bank codes?  10. Are they IDA members, if yes, be sure to show them the IDA features in DMS (see point  3 above)? If not an IDA member, DON’T bother showing them IDA features.  11. Are they happy with their website? Service, pricing etc. 1. *(e.g. if it is WebXLoo then we know they are paying thousands of rands per month for it)*. You should have known as you should have seen their website  #### **Accounting Demo** 1. See Accounting Onboarding Section #### **Workshop Demo** 1. How big is the team? Do they have a part manager, how many techies?  2. Does their bookkeeper work onsite or is this service outsourced?  3. Do they need to send client statements?  4. Do they do warranty and service plan work?  5. Do they sell parts over the counter? What is their current stock holding?   6. How many lifts do they have? *(Remember we focus on customers with 10 lifts or less)* 7. Do they have one person that wears all the workshop hats? 1. *(e.g. the owner is the service advisor, is the manager, is the administrator etc.?)*xix. How many cars do they service daily?   8. Do they get a lot of comebacks – reason for this question is because we can monitor that  with technicians and efficiently   #### **CRM Demo** 1. Be very clear that 1. The core purpose of VMG’s CRM is to answer 2 main questions 1. Exactly how many vehicle enquiries did you get and from where? (we centralise and streamline this data) 2. What happened with each of those enquiries 3. There are a few additional bells and whistles but the two points above is where the original business case was born.            2. any CRM platform is only as valuable as the person that is responsible for driving it. Without a dedicated and committed driver, it won’t have value. 3. the owner seldom has the time to be the driver. 4. That salespeople will NOT drive it due to inherent laziness, apathy or a desire to not have their performance highlighted. 5. The current version of the CRM was given to us by an existing client. It wasn’t our idea. 1. Turns out the client got us to develop a vehicle enquiry system and not a CRM in the truest sense of the word 2. It made sense to VMG because our software is designed to follow the life cycle of a car through the dealership. 2. Discuss the financial logic. 1. Assume a 10% closing ratio (if you do not know what a closing ratio is then you might need your commitment to sales excellence checked). 2. Use the national average GP in 2024 is R 44k per unit sold. This is taken from a sample of 350 dealers and 100k units sold in 2024. 3. 100 leads received at a 10% closing ration = 10 sales. 4. 10 sales at R 44k Gp = R 440k. 5. The above assumes a 100% contact ratio. If only a 75% contact ratio was achieved, then the GP drops to R 330k 6. Our CRM informs the dealer precisely how many leads were received from each source and which salesperson dealt with them. 7. It informs the dealer which of his leads were contacted quickly, not contacted or thrown into the “bin” and why. 8. From here the relevant management decisions can be made. #### **Websites and Feeds Demo** 1. Do they have one? 1. Do they really need a new website? 2. Who is going to manage it? 3. Stay focused on the basics but be a dreamer, talk about ideas on we can have fun with it. 4. Talk about how we can get a great site done for less than R10k 5. Talk about how we are able to give Digital Marketers access to the dashboard since we oved the backend over to a WordPress environment. 6. Be sure to let the client know that we are not a lead generation service. We do not handle the digital marketing side of things. We are a software development business. 2. If using feeds, the original development case is as follows 1. VMG was asked to please get cars onto a website, then cars.co.za called VMG to get cars onto cars.co.za. it was identified that dealers are spending a lot of time duplicating the same data cross multiple platforms. VMG thumb sucked an amount of R 1k and went to dealers to find out if they would pay VMG R1k pm if VMG would manage all the uploads to the version aggregators for therm. VMG would also remove the cars once they were sold. All the dealers had to do was make sure the vehicle info and photos were centralised and streamlined. VMG DMS was perfect for this task. At the time, the average dealer was advertising on 5 different locations. This helped us get to an ex VAT price of R200 per “feed”. Today VMG is the biggest feeds platform in the Independent Motor Trade of South Africa and it’s cheap. After all, who wouldn’t want to pay R 260 (Vat Incl) and have all the upload and delete work done for them. #### **DigiSign and DocStore** 1. More to follow in this section soon. 2. Future Dev on this product will enable the dealer to populate his forms. #### **Close  ** 1. Closing is the name of the game and we all have different methods of handling this very fine art form.   2. The better you understand your client, the simpler it will be for you to choose the best closing method.  3. Be sure to let them know that there is not much more to show further and ask if they have any questions.  4. Discuss the right package that you feel would be best for them to start with. 1. DO NOT try to sell them everything at this stage. Build the relationship in phases. 2. Make sure the admin and accounting *(if applicable)*are implemented first before you start selling Add-On  products. 3. The only exception to this rule would be the mobile app or if your clients insist on the other products being included right away.  5. Discuss an estimated package pricing based on the number of users that will need training and what the monthly amounts might be including backups.  6. Discuss the importance of ensuring staff are prepared by management for the training.  7. Discuss the probability of additional training for new staff and the reduced cost for training new users.  8. Let them know the next steps in the process. 1. They will need to approve a quote by filling out our take on form.  9. Discuss the training process. 1. Welcome email, progress reports etc. #### **After The Close** 1. Thank them for their time and leave.  2. After triple checking your info, send your quotes promptly and follow up.  3. Add specific points that were discussed in the quote email. They need to know that we can and will solve THEIR problems. 4. It is very important to strike while it's hot, do not leave the customer for 3 months and  expect the deal to close itself. Follow up! #### **Double Check The Environment before Quoting** 1. This gives you the opportunity to meet each user and gather info about who and what you might be dealing with. This will help you to plan. 1. Do they know what “we”, (you and the owner) are thinking about doing. 2. How cool it’s going to be to invest into tech that will make their lives easier, simpler and give them more control 3. Use this time to hype VMG up a bit in the hearts and minds of the users who may feel threatened by change. 4. Find about how long they’ve been there, are they enjoying it. 5. Get their contact info (cell number and email) 2. You need to make sure that every user will be ale to enjoy a most positive VMG experience. 1. Check their workstations. Are they “decent”? 2. Ping the server PC. 3. Are their peripherals in good working order? 3. Before leaving the premises, give the owner your honest feedback on his environment. Let him know how perceptive and observant you are. 4. Before you send a customer a quote and absolutely before you install VMG, be sure that your users meet our requirements.  5. Be sure to get the contact details of your client’s IT Guru and communicate with them should anything need to be improved at your customers’ location.  6. As of 2022, hosted databases have become the preferred database solution. However, a quality Local Area Network also works well.  7. VMG is available exclusively on Windows Computers however, if the client is prepared to purchase Remote Desktop Licences, then remote desktop can be used on Apple Computers.