

#6 The Value Demo
7 snips Aug 19, 2021
Dive into the art of product demos, where hosts unpack the highs and lows of showcasing solutions. They discuss common pitfalls that can derail presentations and share strategies for tailoring demos to engage various stakeholders effectively. The importance of aligning demos with buyer pain points takes center stage, ensuring that sellers demonstrate real value rather than just features. Listen for tactical tips on asking discovery questions to enhance engagement and keep the focus on genuine client needs.
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Demos Fail When Product-Centered
- Most demos fail because they focus on the product rather than the audience's needs.
- A demo must be tailored to the audience's context and what problem they're trying to solve.
Reframe Early Demo Requests
- When a prospect asks to just see the platform, probe them on how they found you and what problem they want to solve.
- Use this to reframe their thinking and avoid walking into a commoditized demo.
Avoid Scripted Demos
- Avoid sticking rigidly to scripts during demos to prevent customers from tuning out.
- Engage the audience by calling out autopilot behavior and increasing your energy.