Demo Traps to Avoid

Question 1

What is a demo trap?

Answer 1

• Not knowing who is in the room beforehand

- Customer asking questions and you going off in that direction without being prepared for it

Question 2

How do you handle demo questions?

Answer 2

• Best defence is a good offence
• Repeat the question back to ensure you understand it, it gives you time to think and also your audience stays with you this way
• If it’s a simple question, answer very succinctly
• If if’s a complicated question, put it on a parking lot list for later

Question 3

What happens if it breaks? If there are technical glitches?

Answer 3

• Ignore the glitch and talk through the value prop and move onto the next piece. When you pick up the problem and explain it to the customer, it becomes a problem for the customer too. Do not create a problem.
• Do screen shots during demo prep
• Video yourself ahead of time doing the demo

Question 4

How do you avoid a Demo Trap of Fear, Uncertainty and Doubt (FUD)?

Answer 4

3D - Deflect, Dodge and Defer
Deflect - Resist, Understand, Listen, Engage (RULE). Resist the urge to answer the question head on. What is behind the question? Is is a security concern?
Dodge - Tell client you will be presenting it later.
Defer - Do not stop in the middle of the demo to dig into a complex question. Move it to the end or park it and get back to the client.

Question 5

How can you answer any question no matter whether it is a simple or complex question or politically motivated?

Answer 5

Resist, Understand, Listen, Engage (RULE)
Resist - Do not become combative
Understand - Ask the customer a question so he has to explain
Listen - Listen very carefully
Engage - Engage the customer in helping you to come up with the solution to their own question

Question 6

Extra resources on Demos from MIcrosoft

Answer 6

• How to prepare a winning environment with CRM
• How to write a fascinating story
• How to deliver a killer demo
• The Art of the Possible