Running Demos At Forma Flashcards
(22 cards)
How do you start understanding the buyer’s current setup?
“How are you managing employee wellness programs today?”
This helps them explain their current system, which you can compare to Forma.
How do you get the buyer to compare their current setup to Forma’s solution?
“How does this compare to what you’re doing now?”
Encourages them to think critically about the differences.
How do you gauge how useful the buyer finds Forma’s solution?
“To what extent do you see this being useful for your team?”
This gets them to think about the practical value.
How do you engage a senior leader who won’t use the product directly?
“How do you see your HR team using this to improve engagement?”
Helps them see the broader impact without needing to understand the details.
How do you check if your solution is resonating with their challenges?
“To what extent is this resonating with the issues you’ve mentioned?”
Gets them thinking about whether the solution fits their problem.
How do you link the solution to a specific problem they mentioned earlier?
“To what extent do you see this helping solve the low engagement problem?”
Helps them connect Forma’s solution directly to their pain point.
How do you get the buyer to voice the benefits they see?
“What benefits do you see showing up in your team’s day-to-day with this flexibility?”
Encourages them to voice the value they’re seeing.
How do you encourage the buyer to ask targeted questions instead of generic ones?
“Where do you want to dive deeper with your questions?”
Gives them permission to focus on what matters most to them.
How do you dive deeper into a challenge that resonated with the buyer?
“What’s going on in your world that’s making this issue resonate right now?”
Gets them to open up about their specific challenge.
How do you handle it when something doesn’t seem to resonate?
“Seems like this didn’t land for you. Where did I miss?”
Shows humility and allows the buyer to guide you back on track.
How do you avoid overwhelming the buyer during the demo?
Focus only on what solves their specific problem:
“You mentioned low engagement. Let’s focus on how Forma’s LSA can fix that.”
How do you focus the demo on their current pain?
“Right now, your wellness program isn’t flexible enough, which leads to low engagement. Let me show you how Forma can fix that.”
Keeps the demo focused on their pain, not just features.
How do you make sure social proof is relevant to the buyer?
“When we worked with Peloton, they were facing similar engagement challenges to you. Does that sound like what you’re dealing with?”
This connects the social proof to their specific situation.
How do you structure the demo to stay focused on the problem?
Start with:
“We’ve heard that low engagement comes from benefits not being flexible enough. Is that what you’re seeing too?”
Then follow with:
“Here’s how Forma’s LSA can fix that.”
How do you connect each feature back to a problem?
“This feature solves the problem you mentioned about low engagement by letting employees choose how they use their wellness funds.”
Ties each feature to a specific problem they care about.
What question helps the buyer imagine how their team would use Forma?
“What would this allow your team to do differently from today?”
This gets them imagining real changes.
How do you highlight the importance of a feature during the demo?
“How important is it for you to know how employees are using wellness benefits?”
Shifts the focus to why the feature matters for them.
How their team would use Forma?
Scenario: After showing a key feature, you want them to think practically.
A: “What would this allow your team to do differently from today?”
This gets them imagining real changes.
How do you highlight the importance of a feature during the demo?
Scenario: You’re showing Forma’s reporting feature that tracks wellness spend.
A: “How important is it for you to know how employees are using wellness benefits?”
Shifts the focus to why the feature matters for them.
How do you uncover the broader impact of a challenge?
Scenario: The buyer mentioned low engagement in their current wellness program.
A: “What are the ripple effects of low engagement on your overall HR strategy?”
This gets them thinking about the bigger picture.
How do you measure how important the problem is?
Scenario: You want to understand how critical solving their engagement issue is.
A: “How important is solving this problem for your broader HR goals?”
This gets them to voice how crucial it is.
How do you get them to compare Forma to their current process?
Scenario: You just demoed a key feature, and now you want them to reflect on it.
A: “How does this compare to what you’re doing now with your wellness programs?”
Gets them thinking about the gap between their current setup and Forma.
