💻 demo tactics

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Present demo features like business cases

Patrick Trumpi offers effective demo presentation habits turning your boring, outdated demos into high-impact, buyer-relevant conversations that personalizes your approach:

Make demo land in the first 5 minutes

Don’t waste your time with small talk or product tours.

✔ Summarize top 3 pain points or use cases before diving in

➤ Ask this question:

“Did I miss anything or has anything changed since we last spoke?”

✔ Use moment to keep discovery going.

✔ Qualification is always never finished.

Flip the sequence by exhibiting impact

Instead of walking features, solve their biggest pain first.

❖ Begin with the “killer” feature in getting a quick win

➤ Say this phrase instead:

“Let me show you how we solve [pain]. Then I’ll get your thoughts before we move to the next one.”

❖ Avoid the feature walkthrough.

❖ Focus on their actual priorities.

Ask better questions on presentations

➤ Lazy: “Does that make sense on your end?”

➤ Useful: “From what you’ve seen, do you see yourself using this?”

↳ Always go for commitment, not just agreement

↳ Push actual feedback, not just polite discussions

Making features with personal stories

⇒ Connect each feature to business results,

➤ Just exactly like this:

“Company X needed 22 mins to document calls. Now it’s automatic—down to 2 mins. That saves $1.5M per year.”

⇒ This opportunity makes feature into business cases.

Don’t trust surface-level compliments

✱ When you hear “interesting,” don’t celebrate instantly.

“Appreciate it, but interesting doesn’t always mean useful. Could you see your team using this?”

✱ This force prospects in considering usage and value.

Push conversation forward by opinion

↳ When finishing a demo section, recap by asking questions:

• “From what I’ve heard, there’s potential here. What would implementation look like?”

• “Who else would need to be involved in exploring this opportunity further?”

↳ Own your perspective. Lead the conversation.

Define your next steps before ending

Never end demo presentiations with “Let me know if…”

⇒ Provide specific next moves involving their group

Example:

“We typically run a workshop with users and team leads to align on 2–3 high-value use cases. When’s a good time next week?”

⇒ Don’t leave your golden moment to chance.

⇒ Take control by upgrading with better systems.

Keep your demos focused and under control

Mark Hunter breaks down common demo mistakes wasting your time and effort, confusing potential buyers, and running off your deals before they even get started:

1. Demoing on the first call

Jumping into product walkthrough before discovery always backfires.

✱ The buyer needs to really want going into demo first.

2. Letting engineers do the call

They may know your product, but nothing about customers.

✱ You must own the narrative, not just your screen share.

3. Using demo to uncover needs

Discovery should be done before demo presentations.

✱ If you’re learning on the spot, you’ve already losing control.

4. Giving customers free access

Self-serve demos lead to ghosting, not conversions.

✱ Keep being in control and guide your prospects live.

5. Prolonged thinking is better

A 2-hour demo isn’t a success, it’s a complete red flag.

✱ Keep everything directly aligned to their specific goals.

6. Skipping discovery processes

If you don’t know their pain, you can’t give solutions.

✱ Complete the discovery qualification process first.

7. Believe everything needs live

Live demo presentations are risky and unpredictable.

✱ Use screenshots in getting focused with your objectives.

8. Showing everything right away

No one buys your full platform, they buy what solve problems.

✱ Less is more when it comes to providing customer solutions.

9. Talk about developing features

Telling your customers “this is coming soon” prolongs moving deals.

✱ Sell what’s available now. Future promises create excuses to wait.

10. Pay teams for showing demos

Incentivizing demos creates a quantity-over-quality problem.

✱ Incentivize outcomes, not just quantitative activity.

Demos should be a two-way conversation

Mike Gallardo provides effective demo-stage discovery questions keeping your closers on track, showing out hidden blockers, and making you stand out from your competitors:

Anchor context to direction

Before diving into product:

➤ “Last time we spoke, [X] was a focus. Still the case or have priorities shifted?”

➤ “Has anything changed on your end that I should know before we dive in?”

↳ These reset stage presentation, avoiding irrelevant demo features.

Tailor everything in real-time

Before demoing certain features:

❖ “Can you walk me through how you’re currently doing everything right now?”

❖ “If I shadowed your team for a day, what would I see when they’re doing [X]?”

⇢ These discovers pain connecting with your solutions

⇢ Forces buyer in comparing previous transformations

Highlight without guessing

As you’re currently on demo:

• “How does this compare to what you're doing now?”

• “What stood out to you most about that workflow?”

• “Does this solve problems the way you’ve expected?”

↳ Let prospects share you what landed, not the other way around

↳ Surprising values can be just as powerful as your expected wins

Manage internal process early

Don’t wait until the end to ask decision makers on next steps:

⇒ “Once this makes sense, teams usually loop in [IT, Legal, Ops]. Does that happen on your end too?”

⇒ “What does your internal process look like from here for evaluations just like this?”

→ Multi-threading wins and decision mapping starts here

Lead with next step confidence

End with clarity and control:

• “If you’d like to move quickly, here’s what I’d be suggesting…”

• “Most teams align internally first, then loop in [Finance, Procurement]. Does that sound like the right flow needed by your team too?”

→ Don’t wait for buyers to figure it out, provide them with guides instead

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