This is terrific Discovery method…
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”. Your objectives are to:
- See what the prospect likes in the incumbent product. This enables you to avoid disparaging the capabilities that the prospect appreciates…!
- See what the prospect doesn’t like – and explore the depth of pain, impact, and value etc. associated with making a change.
- If you are familiar with the competitive offering, you may also realize that there are capabilities your prospect may be unaware of – this should help your cause as well.
There are a number of Great Demo! practitioners who report they have incorporated this step in their standard Discovery process with great success: “Before I demo to you – why don’t you demo to me?”