FLIP YOUR DEMO Instead of starting at the beginning and building up… Start your product demo with the problem. Highlight the problem you spent the most time on during discovery. Then move to the business problem your buyers told you about. Ditch the “save the best for last” mentality. Your buyers are busy, so get straight to the point. Try this on your next demo.
Depends on who you're presenting to. Execs? Yes, definitely 180 the whole thing and start with the answer. But not every audience needs that. Remember: a large part of the buying committee is very interested in the way you take to arrive at the answer.
Yes! Keep the pain point top of mind so the prospect is viewing your demo from the perspective of their need. 🤯 Awesome idea to change up the demo.
Less fluff, more value
Matt McKeever Chris Losee Ben Taylor This ⬆️⬆️⬆️
Helping Banks and Lenders gain new Credit Risk Insights and say 'yes' to more people with LexisNexis® RiskView™ UK
1wThanks for commenting so it showed in my feed Stephen! Absolutely love this and when sharing insights about our Synthetic Identity fraud and Credit Risk solutions recently I have started with the ‘big reveal’, rather then leading to it. It’s amazing the difference with makes to interest and engagement for the rest of the session ✅ As a person presenting the only advice I would give is be prepared for your usual plan to go completely out the window the first few time you do this, until you have your follow on nailed down - it’s a try, fail, learn, iterate type of experience! The level of interest in the insight generally leads to a flurry of questions that you usually wouldn’t see at the start of your discussion. Be prepared to flip everything youve ever learned about presenting on its head 🙃