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."

When switching from a long, feature-focused pitch to a short, demand-focused one, founders often feel exposed. It seems insufficient, like not using all their ammunition. This discomfort is a sign of progress, as it forces a dialogue about fit rather than a one-way lecture about the product.

When explaining your product's tech, only mention what's relevant to solving the customer's problem ("pull-down"). Founders often describe their entire architecture ("technology-up"), which introduces unnecessary concepts, confuses buyers, and makes them feel they need to understand everything to make a decision.

While VC pitches require an expansive vision, customer pitches are more effective when they're small and specific. After understanding their demand, describe your product narrowly as the exact tool that solves their immediate project. This precision builds confidence and creates pull.

Founders often rush discovery to save time for a long demo. This is backward. When you precisely understand a customer's 'pull' (their top blocked priority), your pitch becomes hyper-relevant and can be delivered in 90 seconds, making the entire sales process more efficient.

Limit your key points, pain points, or takeaways to three. This cognitive principle makes information easier for prospects to receive, understand, and retain, preventing them from being overwhelmed by too much information.

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.

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.

Most pitches fail the "Sounds Nice but Signifies Nothing" (SNSN) test by using jargon that is meaningless to the buyer. Vague phrases like "leverage machine learning" create confusion. Instead, use simple, "dumb human language" that quickly and clearly explains what your product does and what it means for the buyer.