A standard demo walks through product features ("how it works"). A more effective approach shows exactly how the product slots into the customer's existing process to solve their specific problem ("how it fits their pull"). This moves the conversation from abstract capabilities to a tangible solution for their immediate need.
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Instead of only showing your solution, ask the prospect to share their screen and walk through their current workflow. This "reverse demo" vividly exposes flaws in their system, making the need for your solution painfully obvious to everyone on the call, as evidenced by a crashing Excel file.
To overcome a prospect's fear of risk, go beyond generic demos. Use their actual documents, data, and processes to show how your solution fits into their existing workflow. This makes the change feel less like a leap of faith and more like a natural evolution.
A common sales mistake is showcasing a product's full capabilities. This "push" approach often overwhelms and confuses buyers. In a "pull" model, the demo should be surgically focused, showing only the clicks required to solve the specific, pre-identified problem on the buyer's "to-do list."
Instead of a feature walkthrough, structure your demo as a story. Remind the prospect of their current painful 'day in the life' (uncovered in discovery) and then show them the future, transformed 'day in the life' using your product. This sells the outcome, not the tool.
When a prospect asks if your product does something, it’s a confession that their current process is failing. Instead of just answering "yes," use it as a discovery opportunity. Ask, "How do you currently do that today?" to uncover the underlying problem and tailor your demo to solve it directly.
Founders often over-explain their product, showing every feature from the login screen to settings. Instead, demo only the specific functionality that solves the customer's stated problem. Anything more introduces confusion and causes them to lose interest.
Resist the instinct to explain what a feature is and does. Instead, first explain *why* it was built—the specific business problem it solves and why that's relevant to the prospect. This framing turns a feature walkthrough into a personalized 'test drive'.
To sell effectively, avoid leading with product features. Instead, ask diagnostic questions to uncover the buyer's specific problems and desired outcomes. Then, frame your solution using their own words, confirming that your product meets the exact needs they just articulated. This transforms a pitch into a collaborative solution.
Founders mistakenly believe a demo should showcase every feature to prove the product works. The real goal is to make the buyer feel understood. Show the minimum necessary to make it 'click' for them that your solution fits the specific demand they just described.
Most product demos fail by giving a ground-up tour of features, integrations, and setup, which confuses the customer. A far more effective demo starts by showing the final, valuable output (e.g., the finished report) and simply stating, "This is what you get, and it all happens automatically."