"Your product looks like a Ferrari and all we need is a Honda"

When you hear this on a demo, you know that you absolutely screwed up. They'll share something like, wow, the product looked very cool, but it feels like you offer a Ferrari and we really just need a Honda. Now here's where you went wrong. So a sure fire way to lose every single deal is showing them premium features that are irrelevant to them. Prospects feel like they're paying for value that they'll never end up using. Now here's an analogy. Imagine you're getting a tour for a brand new apartment and they spend seven minutes with you showing their state of the art dog park. But you don't have a dog. It's a real story, by the way. You must sell exactly in your demos. Nothing more, nothing less.