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Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating, there’s a fine line between impressing and overwhelming—between connecting and pushing too hard. A Great Demo! demo is crafted with skill, timing, and an irresistible focus on what the other person wants.
Below are ten lessons from the dating world that will make your demos unforgettable, and maybe even inspire you to explore Great Demo! training to master these techniques and leave prospects saying, “Where have you been all my life?”
1. When Competitor Talk Kills the Mood
Imagine this: you’re out on a first date, and everything’s going well until your date starts going on and on about their ex. Suddenly, you’re wondering, “Why are they so focused on someone else when I’m right here?” In demos, trash-talking competitors have a similar effect. It can make you seem petty, insecure, and—frankly—a little desperate. Instead, focus on what makes your product amazing.
Case in Point: One rep, eager to stand out, made a point of calling out competitors’ shortcomings. But halfway through the demo, his prospect started to look distracted. Eventually, the prospect chose to move forward with the competitor he had been downplaying. Why? Because the focus had shifted from his own solution’s strengths to everything his competitor was supposedly lacking.
Great Demo! Insight: Great Demo! teaches you to position your product confidently, highlighting the unique value it brings—no comparisons, no distractions.
Pro Tip: Say goodbye to “ex talk.” Instead of focusing on the competition, focus on what you do best and why it matters to the prospect.
2. First Impressions Matter—Don’t Start with the Resume
Just like dating, first impressions set the tone. Imagine showing up to a date in sweats and kicking things off with, “So, here’s a bit about my career trajectory.” Yikes! In a demo, starting with your company’s founding story can have a similar effect. Great Demo! emphasizes beginning with the prospect’s challenges and goals—creating a connection from the get-go.
Case in Point: One rep used to spend the first ten minutes of every demo talking about his company’s history, values, and market position. Prospects would lose interest before he even got to the product. After learning Great Demo!, he switched to opening with a Situation Slide focused on his prospect’s most pressing challenge. Engagement skyrocketed.
Great Demo! Insight: Our training teaches you to lead with the prospect’s challenges rather than company history, making them feel like you’re here to solve their problem—not just showcase your achievements.
Pro Tip: Before your next demo, research a specific pain point your prospect faces and lead with it. Watch engagement soar.
3. Don’t Be the Clingy Type—Accept Rejection Gracefully
Rejection is tough, whether it’s from a date or a demo. But sometimes, there’s just no spark, and that’s okay. Imagine leaning in for a first kiss only to be met with a polite, “Not yet.” Ouch, right? Great Demo! teaches you to handle each demo gracefully and focus on ideal matches, rather than pushing every lead down the same path.
Case in Point: One sales team had a high-profile lead they poured resources into. But the lead ended up going with a competitor. Instead of obsessing, they used it as an opportunity to refine their approach. Weeks later, they closed a larger deal with a prospect who was the perfect fit.
Great Demo! Insight: Learn to gracefully accept a “no,” keeping doors open and using feedback to improve future demos. Great Demo! training develops resilience and focus so that you can handle each prospect with confidence.
Pro Tip: After a rejection, seek feedback, thank them for their time, and keep the door open for future conversations. Every “no” gets you closer to the right “yes.”
4. Ask Questions, and Actually Listen!
Ever been on a date where the other person only talks about themselves? Exhausting, right? Don’t make the same mistake in demos. Great demos are conversations, not monologues. Through Great Demo!, you’ll learn to ask smart discovery questions and listen to the answers—uncovering insights that help you tailor your approach on the fly.
Case in Point: A rep once struggled with prospects who’d zone out halfway through his demo. After attending Great Demo!, he started each call by asking the prospect about their biggest challenge. That simple change led to a more personalized demo and a better connection, improving his close rate.
Great Demo! Insight: Great Demo! trains you to use discovery questions that uncover the issues that matter most to prospects, allowing you to adjust your demo in real time for maximum impact.
Pro Tip: Start with, “What’s your biggest pain point right now?” Use their response to tailor the rest of your demo.
5. Stay Present—Don’t Check Your Phone!
Picture yourself on a date, and every few minutes, your date checks their phone. It’s distracting, disrespectful, and honestly, it feels like you’re the backup plan. In a demo, your undivided attention matters just as much. Prospects can sense when you’re distracted, and they may start to wonder if they’re truly valued.
Case in Point: A remote sales rep got into the habit of checking emails during demos. A prospect noticed, ended the call, and chose not to move forward. After taking a Great Demo! training, he committed to eliminating all distractions during demos making his prospects feel fully valued, and saw his engagement rate skyrocket.
Great Demo! Insight: Great Demo! emphasizes the importance of giving your full focus to each prospect. You’ll learn techniques for staying present, building trust, and minimizing distractions for a seamless experience.
Pro Tip: Turn off notifications before each demo. Make your prospect feel like they’re the only person in the room.
6. Plan a Memorable Experience
A great date isn’t just a meal; it’s a memorable experience. The best demos are the same, they don’t just run through features but address the prospect’s challenges in a way that sticks. Great Demo! is all about designing demos that resonate, keeping you top of mind long after the call.
Case in Point: A rep discovered her prospect struggled with reporting tasks. Instead of a standard feature rundown, she focused her demo on reporting capabilities, making the solution relevant to her prospect’s daily frustrations. They remembered her demo—and ultimately, her product—because it was meaningful to them.
Great Demo! Insight: Great Demo! shows you how to make each demo memorable by centering it around specific challenges that matter to the prospect.
Pro Tip: Identify one core issue they’re facing, and center the demo around it. Prospects remember solutions, not lists of features.
7. Don’t Rush—The Three-Demo Rule
Good relationships take time to develop. Rushing through every feature in a single demo can overwhelm your prospect. Great Demo! training emphasizes pacing and understanding when to go deeper and when to hold back, letting your prospect absorb the value of each feature.
Case in Point: One rep was notorious for trying to cover every feature in one demo, leaving his prospects confused and overwhelmed. After taking a Great Demo! training, he learned to pace his demos, focusing on core benefits and reserving details for future conversations. The result? Prospects were more engaged and understood the product’s value more clearly.
Great Demo! Insight: We help you structure complex demos, giving prospects time to absorb each feature’s value and building anticipation.
Pro Tip: For complex solutions, consider breaking your demo into stages, covering only the essentials in each session.
8. Trust Your Instincts
In dating, you know when there’s a spark and when it’s time to pivot—the same is true in demos. Suppose a feature resonates with your prospect, Great Demo! training helps you recognize and respond. Conversely, if a prospect seems disengaged, pivot to something that’ll recapture their interest.
Case in Point: A rep noticed a spark when he mentioned automation. Seizing the moment, he tailored his demo to emphasize this feature, ultimately sealing the deal. Great Demo! equips you to read cues and adapt, creating a more connected, responsive demo.
Pro Tip: Pay attention to their reactions. Lean into what excites them, and pivot if needed to keep them engaged.
9. Don’t Lean in for the Kiss Too Soon
In dating, going in for the kiss too early can backfire. The same is true in demos. Asking for the sale before your prospect sees the full value can feel pushy. The Great Demo! methodology teaches you how to build trust and excitement first, so when it’s time to ask, they’re eager to say “yes.”
Case in Point: A rep lost deals after pushing for commitments too soon. After learning Great Demo!, he realized the value of pacing. He focused on solving key problems, letting prospects see the product’s impact before moving to the close.
Great Demo! Insight: Great Demo! training helps you build excitement, letting your product’s value take the spotlight before you move in for the close.
Pro Tip: Hold off on the close until they’ve fully seen the value. Build excitement first, and the close will feel natural.
10. Watch Out for “Bad Breath” Moments
No one wants to be close to someone with bad breath, right? In a demo, “bad breath” moments happen when vague answers, dodged questions, or overselling creeps in. Great Demo! helps you refine your approach for a fresh, transparent, and valuable demo.
Case in Point: A rep frequently struggled when answering questions about limitations. After Great Demo!, he learned how to handle tough questions with honesty, building trust instead of eroding it. Prospects appreciated his transparency and saw him as a credible, trustworthy partner.
Great Demo! Insight: We teach you how to navigate tough questions with honesty and grace, building trust and respect.
Pro Tip: Keep it fresh—be upfront about any limitations and answer questions with transparency.
Conclusion: Mastering the Art of Demo Dynamics
With a little dating wisdom and Great Demo! skills, you can transform your demos from forgettable presentations into powerful, meaningful engagements that win over even the toughest prospects. If you’re ready to turn awkward “dates” into lasting relationships that lead to closed deals, consider exploring Great Demo! training to master these techniques and more. After all, the secret to a great demo—and a great date—is always the same: make them feel seen, valued, and understood.
About the Author
Paul H. Pearce has over 25 years of experience in executive leadership in Sales, Presales, Field Enablement, and Business Development. As the first certified Great Demo! and Doing Discovery training partner, Paul has mastered the methodologies and today contributes to its ongoing success helping organizations dramatically increase sales and success. As the President of Great Demo! LLC, Paul has consulted and trained hundreds of organizations and practitioners and recommends ways to increase sales and customer success through proven methodologies and real-world experience.