A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
For example, let’s say you scheduled the demo meeting for an hour and you have completed everything you and the customer wanted to accomplish in the first 40 minutes – what should you do with the remaining 20 minutes?
Give it back…!
There is nothing sacred about the unit of time called an “hour” – if you are done, and the customer has had everything they wanted in the demo addressed, be done.
Tell the customer, “That’s 20 minutes you get back in your day from ____(Insert your company name)…” They’ll love you for this…!