Delivering powerful Demos

Question 1

When should you NOT do a demo?

Answer 1

If you don’t have a clear idea of what problem you’re solving, don’t do a demo

Question 2

What is fluffer?

Answer 2

Fluffer is people who are meeting with you to go through the motions (maybe as part of a competitor tick-off) and don’t really want to buy

Question 3

How should every call you do start?

Answer 3

Always do an intro (if there are new people)

And ALWAYS do an agenda

Question 4

If you’re running a multi stakeholder demo, what should you do before?

Answer 4

Always check with your champion on what matters to the people in the meeting + ensure the demo is tailored.

Question 5

How should you build the agenda out before the meeting?

Answer 5

You should email every attendee INDIVIDUALLY, send them the agenda and ask them to contribute to it

Question 6

What should you not do with a demo?

Answer 6

Just churn out the same demo time and time again with 0 personalisation. It’s boring for you and the prospect + leads to very low conversion rates

Question 7

What is a demo all about?

Answer 7

It’s all about IMPACT

Question 8

How is impact driven?

Answer 8

By going into one really painful topic for them and going very deep into it

Question 9

How much of your total product does your prospect care about?

Answer 9

Probably 20%. Only show them this 20% as that’s all they care about.

Find what 20% it is, and go deep here

Question 10

How long should your initial demo phase be?

Answer 10

No longer than 10 minutes. If they ask to see more, you can go back into the demo.

But the first demo should be 10 mins highly focused on the 20% they’re interested in.

Question 11

What should you show first?

Answer 11

The best bit; go straight into the highest impact part of the product. Keep them here, no need for a long build up

Question 12

How should you preface each feature demo?

Answer 12

Show the status quo / their current process first + explain why it doesn’t work

Question 13

How can you re-enforce your demo at the end of the feature?

Answer 13

Client story of a similar business that solved this problem

Question 14

How should you handle objections?

Answer 14

With a clarifying question, don’t answer the question straight away

Question 15

How should you lead a Q+A?

Answer 15

Ask open questions, not closed questions

‘What questions do you have?’

Directly speak to people and ask them ‘how did you find the presentation solved [X problem]?’

Question 16

How should you properly follow up?

Answer 16

Individually email each attendee with relevant info (some might need a meeting invite, some might just need a thank you)

Question 17

How long should your Q+A be?

Answer 17

10 mins. If there are no questions, this is a red flag.

Question 18

3 in-demo questions you should ask as you go along?

Answer 18

“What has stood out the most so far?”
“What would this allow your team to do differently?”
“How else would you leverage this if you had this solution available, say tomorrow?”

Question 19

When should you ask impact questions in a demo?

Answer 19

After several solutions have been presented. Stopping too early or after every feature is just annoying for the prospect.

Question 20

What should you make sure you leave enough time for?

Answer 20

Next steps, make sure you have enough time. Take 5 mins from the discovery / demo to make sure you have time

Question 21

Do you need to discover 5 different pains?

Answer 21

No, you just need to find their most painful pain. Find this, show the solution to this, spend enough time on next steps + filling out MEDDPICC

Question 22

What is the most important thing to find in the first meeting?

Answer 22

The business impact. The ‘so what’?

Question 23

If there’s multiple people on the call, how do you engage?

Answer 23

Speak to them directly, ask questions to people not participating

Question 24

What is a phrase to remember whilst demo’ing to prevent over explaining?

Answer 24

SHOW SOLUTION TO PAIN, SHUT UP

Question 25

What do you show first in any demo?

Answer 25

The solution that solves their biggest pain. Show the solution to the pain + shut up

Question 26

What is a demo?

Answer 26

It’s a conversation, not a presentation. Make sure you ask questions throughout the demo to keep them engaged.

Question 27

What questions do you need to ask when they bring up other key decision makers?

Answer 27

Ask what they care about and what the decision criteria is.

Question 28

If they ask, “let me just see the demo”, what do you say?

Answer 28

I understand you just want to see the product but we have over 80 features and I need to make sure we’re going down the right track + I know exactly if/how we can help.