“Demos should be treated as a way to show how your product will solve a key business problem, and then be the launch point to more detailed conversations with your prospect.
You want to avoid the product demo for as long as is reasonably possible.
While as sellers, we think that the product demo is a key step, “Once they see my product, they’ll love it!”—the real progress early in a sale is happening outside the product.
It’s about needs analysis, problem discovery, problem scoping, identifying the key buyers involved with the sale, and establishing the ROI for the customer’s investment in your product.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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