A demo is a live demonstration of a product or service for a potential customer. The most common mistake is going through all the features in the order they appear in the system – the customer loses attention and never finds out how the solution would help them specifically. An effective demo builds on findings from the previous conversation and shows exactly the situations the customer described as a problem, ideally using their own data or at least a realistic example from their industry. It starts with the outcome, not the setup. During the demonstration it is worth pausing to ask whether this matches their process, because silence throughout tends to be a sign of disinterest. A demo should always end with an agreed next step with a deadline, otherwise the deal stalls.
Source: hbr.org
See also: Discovery Call, Objection handling, Sales process stages.
