Discovery

Most sales demos bore buyers to death because:

1) They're not interactive

2) 90% of features shown aren't relevant to the buyer 

3) For the 10% that are relevant, the seller rushes through them too quickly

So what's the solution?

The best sellers flip this dynamic entirely. They turn their demo into a conversation, not a presentation.

Remember this demo is for the prospect not you! They only care about themselves. They don't care about your PPT deck.

Here are questions I've seen work brilliantly:

• "You stated Y is your biggest challenge on our last call. How would this feature help (if at all)?"

• "How do you see yourself using this part of the product?"

• "You mentioned your colleague Jane. How do you imagine her using this?"

• "What was least relevant to you from what I showed here?"

• "You mentioned you're worried about team adoption - who would be the hardest people to win over?"

• "You mentioned Z was a goal for you. How could this help achieve that (if at all)?"

There are infinite variations. The key is having questions ready that are tailored to what you learned in previous calls.

Because discovery never stops. 

And the best demos? They're just discovery with a screen share.

Your buyers will thank you for making it about them, not your slide deck.

Cheers,

Michael Hanson

CEO Growth Genie