Highlighting enterprise values in demos takes strategic framing like a wise mentor's guidance. Quantify productivity gains and cost savings with back-of-the-napkin math. Get specific with compliance and security capabilities. Use real-world examples and case studies tailored to their priorities. Position yourself as a trusted advisor, not a salesman. By revealing genuine ROI, you provide a roadmap to wise software adoption. Now go share your sage advice to guide their journey! 🧙

Best sales demos bring alive the product in the form of a simple story of the user. And to do this well, you need to imagine your prospect to be your user. You need to begin with some research about your prospects role, her company, their category and future plans. Based on this, you'll get an idea about what your prospects struggles and ambitions are. Once you have these, you bring alive the journey of your prospects from being in a hassled state to feeling empowered by using the various features. Your software is the hero that swoops in to serve your prospect as she goes through a journey of transformation. To do this well, it begins with knowing all you can about your prospect. It makes the story, their story.

Usually by the time you get to the demo stage, the audience you're presenting to is broadly aware of your product features. The more time you spend on listing them, the more you lose their interest. Instead, you can talk about all the kind of problems your prospects have come to you with. And how, your product features have benefited them. The old saying, "benefits versus features," is apt. To make it even more powerful, talk in the following structure: - Problem state for the user - Relevant feature - Happy solution state - New problem state ...and it continues until you have made a compelling presentation of all the benefits.

Use stories to supercharge your demo: Imagine two scenarios. In the first one, you show the entire demo to talk through the individual features. The second, is where you begin start with the story of the user. You bring alive who this person is, what does she care about and what is her mental frame when she begins using the software. As her story continues, talk about what's going on in her mind: - She is asked to complete a task which creates some kind of tension in her mind. - She wonders, is it possible to do the task in some way? - Just then, she tries a feature on the software. And voila, it is done easily. - She wins appreciation. - Then another request comes in. And the story goes on. This approach is far more engaging.

Keep you demo less than 20 mins in length. Show only the elements that you imagine would be of highest utility to your prospects. Once done, turn it into a conversation. Ask them specific questions to help them verbalise their unique struggles. Then explain how your solution is suited to their unique issue - while showing it on the demo. While displaying the features, use the language they use to explain their problems. Try and reuse some of the words or phrases they mentioned. This will make them feel that your solution is uniquely designed to suit their specific needs.

The biggest deal I ever closed was a combination of 2 different life insurance policies. I knew at the time that I wasn’t the strongest at sales yet, so I relied heavily on the marketing materials my carriers provided and the illustrations I had created. During the demo my goal was to get the prospect talking as much possible about what he was seeing. I knew that if I rambled on and on about everything I was showing him, I would kill all of his interest and shut him down. By the end of the demo, he had talked his own self into purchasing the two policies and was already looking to purchase more on other family members in the future. A lot of sales are killed by salespeople talking. Prospects wants to say more than just yes or no.

Demo's shorter than 20 minutes are ideal in a one hour meeting. 20 mins of what you think is going to be most useful to your prospects. The remaining time should be about asking them their unique problems and showing relevant parts of your solution to overcome them.