How to give better demos
Break up the monologues
A great demo gets a buyer eager to get their hands on your product and emotionally invested in going to bat for you with their boss. Unfortunately, most demos do the complete opposite, overwhelming buyers with too much information that leaves them confused and forces them to evaluate you solely on your price.
The reason? Monologues. Monologues are the death of demos.
When salespeople monologue, buyers disengage. Yes, they might nod from time to time. Yes, they might answer affirmatively when asked, “does that make sense?”. But engaged they are not.
It’s incredibly easy and common for salespeople to fall in the trap of monologuing during a demo because it feels comfortable to talk about something familiar (your product), which makes you feel in control of the conversation. In fact, the more you monologue, the more in control you feel—even though you are actually losing control of the buying process.
The key to overcoming this is to break up the monologues and keep your buyer engaged. Here’s how.