30 Minutes to President's Club | No-Nonsense Sales The Demo Framework That Actually Closes Deals | Robert Friedland | Ep. 302 (Sell)
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Apr 22, 2025 Robert Friedland, Execution Lead at Squint and former Field CTO at Sisense, shares game-changing strategies for impactful sales demos. He emphasizes the importance of storytelling, suggesting sellers use a ‘vibey demo’ to spark interest before diving deeper. Friedland advises resetting agendas during calls to maintain focus and underscores the significance of sending crisp follow-ups instead of lengthy decks. He also encourages sellers to reverse-engineer buyers' interests to uncover underlying challenges, enhancing connection and closing potential.
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Demo The Why Through Stories
- Demo the why by telling stories about business outcomes, not just features.
- Start with the bad outcome, explain the feature as a solution, then share the good outcome story.
Forget The Screen Focus Outcome
- Forget the screen and avoid narrating features while demoing.
- Anchor your demo to the prospect's business outcomes instead of UI clicks.
Budget Demo: Feature vs Outcome
- A bad demo of a budget feature just shows clicks and colors.
- A good demo tells how the feature prevents overspending and simplifies planners' decisions.