Demo Don’t #6  Show the Same Demo, Regardless of Your Prospect’s Needs or Interest: “One for all…” - Great Demo

Demo Don’t #6  Show the Same Demo, Regardless of Your Prospect’s Needs or Interest: “One for all…”

Ignore the fact that the VP in the room only wants a top-level summary of your offering and that the managers are only interested in their portion of the process. Instead, choose the lowest-level users’ scenario for your demo, such as an end user “day-in-the-life” saga.

This will ensure that the senior prospect players grow bored and leave the demo early. They’ll never see anything that compels their interest, requiring a second demo meeting, a loss to your competitor, or a No Decision outcome.

Similarly, the prospect managers won’t be thrilled with what they see, either! Your software will look too detailed and too complicated for them to use. In the end, you’ll have done a fair job training the target end users, but the training won’t be necessary since you won’t get the deal! A stunningly awful waste of time for everyone involved.

Solution? Organize your demo in “chunks” by job title. For example, address prospect executives first, then middle managers, then end users, and finally system admins.

This is #6 of The Stunningly Awful Demos Top Ten List – you can find all ten (plus a bonus) here!

https://greatdemo.com/stunningly-awful-demos-top-ten-list-of-demo-donts/

You can find the full set of DO’s and DON’Ts in Great Demo!: https://www.amazon.com/dp/B0C9SNKC2Y/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1688763837&sr=1-4

 

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