How to provide clarity in your demos

I wanted to show all of the flashy nuts & bolts when demo'ing.

"Hey Prospect - check out this cool big blue button that doesn’t really matter"

We've all done it.

Until one day I had a demo where the prospect left confused as hell.

"Andrew, this is cool. But it just seems like a lot for what we are trying to solve"

I tried to backtrack and show MORE stuff. Dug myself in an even deeper hole!!!

And finally, I owned up to it and told the prospect "Ok. I'll admit. Sounds like I missed the mark on this demo."

After some reflection, it was obvious that I didn't focus on the #1 problem mentioned in our previous call. I was too focused on wanting to show EVERYTHING (sound familiar?)

Ever since that demonstration, I realized, it's better to hyperfocus on solving your customer's #1 problem vs. 100 diluted use cases.

I now make sure to reiterate the problem before starting a discovery, demo, scoping, proposal, or negotiation call.

Use this underrated technique in one of your next deals and let me know how it goes?

-Peace,

Andrew

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