–You should have seen the demo from Acme!
Wow!
We gotta get us some of that and fast!
To succeed, a software demo must be memorable.
Ideally you want everyone who saw your demo to tell everyone else what a great product you have and why they need to buy it!
I have seen way too many demos where the sales engineer says: “and another cool thing is…”
After the third cool thing, all features sound the same. No context. No Story.
The solution
Use a time-compressed story structure for your demo. Here’s how to do it:
Take the top 3 or 4 issues that the prospect faces, create a demo story that shows how to solve the prospect’s problem, then add a demo opening and a demo close and you have the perfect structure.
Here is a quick youtube video about how to do a time-compressed video:
The Story should reflect a “day in the life” compressed down to the essentials. As you research the prospect, try to determine the most important problem for them to solve. Sometimes, the issue is so severe to them that if you can solve it nothing else matters. Show how to solve that problem, short and sweet and you win the sale.
Good Selling!
