My 10-Minute Pre-Demo Routine – Get in the Zone Before You Present
Ever jumped straight from one meeting into a demo, feeling unprepared and scattered? I’ve been there. When you’re rushing from one call to the next, it’s hard to be fully present. You start your demo on autopilot, go through the motions, and only halfway through, you feel like you’re actually “in it.” By then, you […]
Make Your Demos More Powerful With This Simple Phrase
The great thing about demos is that even small changes can have a massive impact on how customers perceive your solution. The way you frame something can make all the difference. One simple shift in your language can take your demo from product-focused to customer-focused. And that phrase is: “How this helps you…” Why This […]
Demo Objection Handling: Stop Saying „Yes, But“ in Your Demos
Handling objections in a demo is an important skill. But many solution engineers and sales professionals push back too quickly, trying to justify their solution instead of addressing the customer’s concerns. And one of the most common mistakes? Saying „Yes, but…“ Why „Yes, But“ Doesn’t Work The phrase „Yes, but…“ puts you on the defensive. […]
How to Handle Questions During a Demo Without Losing Flow
Questions during a demo are a good sign. They show your audience is paying attention and engaged with what you’re presenting. But let’s face it—if you don’t handle them right, questions can disrupt your flow and take the conversation off track. The key is managing questions without losing momentum or focus. Here’s how you can […]
How to Ensure Your Demo Leads to Further Engagement and Not a Dead End
A successful demo is more than just a chance to show off your tool. It’s a strategic opportunity to move your prospect forward in the sales process. But here’s the problem: too many demos end with a polite “Thanks, we’ll get back to you,” and no clear next steps. So, how do you make sure […]
How to Use Storytelling to Make Your Demo Memorable
Storytelling is one of the most powerful tools you can use in a demo. Research shows that stories are 7x more memorable than plain facts. They create an emotional connection, help your audience visualize success, and make your message stick. But here’s the catch: traditional storytelling techniques don’t always work in demos. Why? In a […]
How to Respond When a Customer Says, “That’s Great!” During a Demo
Positive feedback during a demo feels like a win. When a customer says, “That’s great!” it’s easy to interpret it as validation that your product is resonating and solving their problem. And yes, that feedback is worth celebrating! But here’s where many solution engineers go wrong: they jump to conclusions, double down on the complimented […]
How to Tailor a Demo for Different Audiences
Delivering a successful demo often comes down to one key skill: tailoring your approach to the audience. Whether you’re presenting to executives, team leads, end users, or IT stakeholders, a generic software walkthrough simply won’t work. Each group has different priorities, and failing to address them effectively risks losing their interest—or worse, their confidence in […]
How to Prepare for a Demo When You Have Limited Customer Information
Preparing for a demo can be challenging when you don’t have much information about the customer. It’s tempting to rely on assumptions, but that approach often backfires, leading to irrelevant demos and disengaged prospects. Instead, consider turning your demo into a discovery demo, where you gather insights while showing value. Here’s how you can structure […]
Why Feature Discipline Matters in Demos
When it comes to software demos, there’s a delicate balance between showing enough features to impress and showing so many that you overwhelm your audience. I’ve thought a lot about this, especially how the number of features you present impacts two key things: And here’s the spoiler: “It’s better to have than to need” does […]
