Are you boring your prospects with demos?

You have a great product. It has lots of great features which bring fantastic benefits. It’s easy-to-use, has fantastic reports and will even make tea.

Unfortunately, your prospect doesn’t care. In fact, they are sitting through a tedious 15 minute monologue and checking their emails. At some point you will ask if they have any questions and they will go “um, interesting, um does it do [something that you demonstrated seven minutes ago]?” And you will then enthusiastically re-show them that feature while they check Slack.

The call will finish with them saying “cool, thanks. We’ll have a think.” And you will never hear from them again.

If you, or your team, have this experience, it’s time to change your demo approach.

1️⃣ Your demo should be focused on the problems that you identified in the Discovery discussion

2️⃣ You should remind them of those problems before you start the demo and ensure that they feel the pain of those problems

3️⃣ One at a time demo the aspects of your product that solve those problems

4️⃣ Each time you demo a feature or function, (a) tell them what you’re going to show them, (b) show them, (c) tell them what you showed the

5️⃣ Engage engage engage. Ask if that would solve the problem they have. Ask if they can see this in their workflows. Ask how else it would benefit them.

6️⃣ Absolutely never, ever speak for more than two minutes without proper engagement.

For some great reinforcement on this topic, see
<a href="https://www.youtube.com/watch?v=EGbohDFCtP4 ">this excellent video</a> and feel free to use this Custom GPT<https://chatgpt.com/g/g-68b0393f79a48191b1fb2b3b4568e9f3-ben-miller-demo-coaching/c/68b69f5f-c808-8333-a724-fe12f26f639d> to get feedback on your current demos (just upload a transcript).