EN 
ES 
“What they don’t see won’t hurt you!”
There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can be invisible!
In the world of video and movies they say, “If the camera doesn’t see it, then it didn’t happen…” Interestingly, the same is true for demos. If the prospect isn’t shown capabilities then they don’t exist, at least in their minds.
Clearly, this is one of the most important objectives of doing discovery: to understand the Specific Capabilities needed and desired by the prospect. This gives you the list of what should be presented in a demo and the list of capabilities to ignore and leave out.
When you execute effective discovery, you identify exactly which features are “must have” and “nice to have” and plan to show those in your demos. Leaving everything else out of the demo makes the remaining, unwanted capabilities invisible.
What you don’t show, they don’t know!
What about value?
Most vendors believe that “The more capabilities; the more value…” This is part of the reason vendors traditionally try to pack as many features and functions into demos as possible. These vendors believe that by showing more, the perceived value of their software should similarly increase.
Instead, they are buying it back with every additional click!
This is why traditional “overview” and “end-to-end” demos put you at risk. And organizations that train customer-facing staff to learn their standard or “Gold” demos perpetuate the problem. These demos ignore discovery and emphasize vendors’ perceived differentiators, Buying It Back every time!
Solutions?
Do Discovery!
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Apply Inverted Pyramid!
https://greatdemo.com/why-structure-demos-like-a-news-article/
Employ Great Demo!
https://www.amazon.com/dp/B0C9SNKC2Y/