What’s the single most used line in software demos?
You can do this…, you can do that…
Whenever I get to watch a SaaS demo – this is the line I hear the most.
And honestly – it helps nobody in the room.
If we use this line, we’re doing a software training
And since we’re talking to a prospect, that’s five steps too early
They haven’t bought yet – they don’t need a training
What they need is proof of value.
So what if we’d ban this line from our vocabulary and replace it with another one? Something like this: Imagine it’s Tuesday morning, and you’ve just received an irritated email from your boss…..
Create context around an urgent problem – something that could happen to your prospect as you speak – and then solve it, ….. fast.
If you can solve it in 10 seconds, do it.
No one ever decided a demo should take 30 minutes.
Remember, your prospect has a burning problem – a problem that’s highly valuable and critical for them to solve.
It’s your opportunity to show them how you can take away that problem in a way they couldn’t believe possible.
Stop training – start proving value.
Question for you to reflect upon
How many deals would you accelerate and win if you’d stop demoing your SaaS product and start proving value?
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