I’ve had two inspiring conversations this week where ‘the demo’ appeared to be the deal killer instead of the accelerator. 

I’ve written about it many times – and likely, this won’t be the last one. 

But since we’ve entered the last month of the year, I wanted to share five fundamental principles to challenge how you do your demos – so it can still contribute to ending the year with a bang.

What characterizes a SaaS demo that accelerates sales?

• It goes straight to the problem. It hooks the viewer by diving straight into the essence of a real-life and urgent situation.
• It creates desire. It takes the buyer on an imaginative journey and connects to something they want or aspire.
• It creates urgency. It makes people reflect on their feet and realize why doing nothing is not an option. 
• It’s simple to follow. It leverages storytelling, analogies, or personal experiences to get complex concepts/situations across in an easy way.
• It feels human, i.e., conversational, on the same wavelength as the buyer, refrains from jargon, and subtly addresses their frustrations, fears, doubts, and hopes

Key takeaway: Make it about them. Position them as the hero. 

Question for you to reflect upon

If you analyze the latest demo, your team gave – how many principles did that demo tick? What does that mean?

 

Be Remarkable

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