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A Prospect Dishes on Your Demo

An anonymous source gives us the scoop.

This morning I opened my latop to new chat messages about the following topics: how bad my favorite hoops teams are, Kanye singing with Paul McCartney (?!), and... a terrible product demo.

A buddy of mine who works in digital is routinely pitched by various SaaS providers, and today's was, as his chat indicates, NOT audience focused (names redacted to protect the innocent...and GUILTY):

Those notes on the demo included the following complaints:

  • showed me the integration/technical stuff first

  • all i want to see is how the best customers are using it, and how its solving the problem we have

  • asked 'which type' of their product that we want to buy within the first 18 minutes of the call

  • I was waiting for him to ask, "why are we here today" or "whats the problem" 

  • went through every single variable of technical integration within first 10 minutes

  • no close : just kept talking and aimlessly showing us features we didnt need because he didnt ask

Some of you might read this, roll your eyes, and say this is Sales 101.

But for me early on - and based on emails I've gotten since Just F*ing Demo dropped, many of you too -  these are honest mistakes spawned from the combination of immense product expertise, and simply not knowing how to demo in a way that makes people want to buy.

Everything my friend noted in the bullets above could be solved via three tactics, which I expand on in detail in Just F*ing Demo:

1. Help set a great agenda. Understand what they want to cover, and set expectations for the rest of the meeting.

  • I was waiting for him to ask, "why are we here today" or "whats the problem" 

  • all i want to see is how the best customers are using it, and how its solving the problem we have

2. Demonstrate features that align with what they care about, in a way that is compelling and easy to follow.

  • showed me the integration/technical stuff first

  • went through every single variable of technical integration within first 10 minutes

3. Offer to go deeper into the weeds on those features (or additional complementary features) on a subsequent call, where you can continue to build a true "solution" and economic value.

  • asked 'which type' of their product that we want to buy within the first 18 minutes of the call

  • no close : just kept talking and aimlessly showing us features we didnt need because he didnt ask

PS - Three months after launch, the book is still sitting in the top 3 on Amazon's Sales Presentations list. Thank you so much for the support! It's incredibly rewarding and humbling to see these tips helping you guys be successful.

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