Tim DaviesCEO Projekt Rising - The expert AI partner for SMEs

Unlock Sales Magic & Bridge Gaps!

20 Jun 2025

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A short YouTube training excerpt (speaker: Tim Davies) arguing that effective demos depend on prior discovery. The speaker emphasizes spending the majority of sales training on discovery—asking questions, understanding the prospect's current and desired state, and summarizing back—so that demos can credibly show how to bridge that gap; demos should come later, not before discovery.

Just because they're then telling us about their problems. Because you've shown them something magical. Yeah. And in that training that we did last week, and that was all about how to do a great demo, 70, 80% or more of that training session didn't focus on the demo at all. It focused on the discovery. Do we understand where they are right now? Do we understand where they want to be? And then we can show them how to bridge that gap. It was all about asking the questions and the discovery of that and summarizing stuff back to them. And all of that stuff is what we were covering. The actual demo part actually is important because it's got to be credible and all the rest of it, but it has to come further down the line. You can't just go in and pitch an idea until you've done the discovery.