Answering your questions about doing demos

Common questions about what to say and do on demo calls with buyers

Demo calls are a key moment in the sales process because on one hand its the first time your buyer gets to see your product in action, whereas on the other hand it can be the point after which deals start to lose momentum and get stuck.

Running a successful demo is less about showing that you know your product inside out and more about asking your buyer the right questions to gauge their reaction to using your product.

Covered previously in how to run a successful product demo.

In this issue I answer some of the most popular questions people have asked about doing demos:

• Should I give a demo on the first call or wait until the second call?

• How should I kick off a demo call?

• How long should my demo be?

• How should I run a demo to a group of stakeholders?

• How do I stop running out of time in my demos?

• How do I wrap up a demo call?

• Why am I getting ghosted after giving a demo?

Should I give a demo on the first call or wait until the second call?

Giving a demo the first call with a customer implies you are combining discovery and the demo into a single meeting (aka a disco-demo). You should only do this if both of the following are true: