BEYOND „DOES THIS MAKE SENSE„?
Bad & Better Demo Questions
How to have more meaning- & insightful demo conversations with your customers by asking the right questions at the right time – while avoiding dangerous traps.
Meaningful questions give you meaningful insights. But "Does it make sense" won't get you there
Only fishing for positive responses won't get you anywhere. Proactively check and address potential objections. Surface concerns to resolve them before its too late.
Asking too many "would" and "could" questions will only invite false-positive feedback that sounds promising - but is nothing than fake news.
We like to get compliments - but they make us stop thinking. Learn to pause and deflect compliments before committing the wrong deals.
People will tell you what they think you want to hear. Don't ask for opinions; go for facts!
Looking for specific topics? Let me know!
Don't rely on what people are telling you what they think they would do. Because they can imagine doing a lot of things. Which they will never ever do. Check for their past behavior instead.
Become aware of traps and pitfalls of common questioning techniques and frameworks, which will lead you to false conclusions and double down on the wrong problems
Your demo is your single-best opportunity to uncover new customer insights. That’s why it is important to ask questions that go beyond the usual „Does this make sense to you?“ and help you gather new information about their actual way of doing things. This keynote is my most popular resource by far and provides easy to implement insights for immediate improvements.
Max Lüpertz – Presales Rockstars
Preview Slides
Have a quick look at the slides to get a better feel for the content. Content will be customized to your company-specific needs.
40 Questions to have more meaningful
Demo Conversations with your Customers
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For SKOs and larger enablement days, you can book my keynote and have me come on-site to either open or close the day with informative and entertaining, easy to implement ideas.
Planning an online SKO or team enablement day? Benefit from a fresh, external perspective that stimulates discussions and makes people smile.
On top of the keynote, there are further resources available to increase retention and let your teams practice
Hands-on training to practice and perfect meaningful questioning. Gain confidence in guiding demo conversations, uncovering true needs, and positioning your solution more effectively.
A practical guide focused on impactful questions for each demo stage. Learn how to ask questions that move deals forward and lead to better customer insights.
Quick, ready-to-use questions tailored for each phase of the demo journey. Consistently deliver demos that resonate with customers and drive engagement.
Interested in the keynote?
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