Sales Tip of the Day: Focus, Focus, Focus in your product demos

By Scott Sambucci | October 30, 2012

You’re proud of your product and the 27 features your developers built. Great. Just know that during your sales demos, your prospect has only one or two major pain points and will remember no more than three features or functions about your product.

Focus, focus, focus your presentation on emphasizing a maximum of three features. Anything else will only confuse the prospect and will be forgotten 10 minutes after you get off the phone anyway. Your objective in the initial demo is to move the prospect from “interested” to “enthusiastic” and “excited.” Chances are that you’ll need to do a second demo (or third or fourth…) anyway.

As you demo more features of less importance to your prospect, you lower the overall perceived value of your product. Heidi Grant Halvorson identified this issue with job market candidates in your HBR.com article – “Presentation Mistakes You Don’t Know You’re Making.”

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