Sales reps often demo too fast without understanding what the prospect actually needs. Ask discovery questions first, pick use cases that match their specific problems, and define the demo's purpose upfront. This keeps prospects engaged instead of ghosting you after a generic pitch.
So your prospect asks you to do a demo. What do you do? Most mediocre reps give in, follow the prospect's lead, and pull up a demo and show all the bells and whistles and features and functions of your application without knowing that you're solving any true problems. Here's what I would do instead. Yeah, absolutely, Mr. Customer. I can't wait to show you the product. So let's go ahead and get a demo prepared for you. And in order to do that, first, we'll just need to define the demo. Obviously, there's a lot that we can show with our product, and we want to make sure we show use cases that are relevant to your scenario. So to do that, just got a couple of questions so we can line up the demo that is going to be fruitful use of our time together. And with that, you've opened the door to conduct your full in-depth discovery. Don't fall victim to following the prospect's lead. You're the authority. You're the one who sells this for a living. Make sure that you're guiding them through the process and not skipping steps. Because what happens when you do a demo without first defining the demo and knowing what you're showing to solve problems or enable opportunities? Yeah, you know, you get ghosted.
