STEP-BY-STEP DEMO IMPROBEMENTS
Improve your demo performance one habit at a time by tracking your progress as you implement new and effective demo skills.
Used by 300+ SEs
Building good demo habits doesn’t happen overnight—it takes consistency. I’ve found that using a habit tracker is a simple way to stay on track, see progress, and make those skills stick. It’s made a real difference for me, and I think it will for you too.“
Max Lüpertz – Presales Rockstars
Make sure you and the salesperson agree on what customer behavior you want to achieve with the demo to move the opportunity forward. Don’t just show the customer around for the sake of it—make the demo purposeful so you don’t waste your time (or theirs).
When the customer says something like „That looks great,“ don’t just accept it—ask them why they think it’s great or how it fits their needs.
Talk about how the software helps them, not what you are doing. For example, say „You can use this feature to solve X“ instead of „I click here to do this.“
Asking „What questions do you have?“ assumes they have questions and invites conversation. „Do you have questions?“ feels like a yes/no check.
When the customer says something like „That looks great,“ don’t just accept it—ask them why they think it’s great or how it fits their needs.
When you’re asking the customer questions or having a discussion, stop screen sharing. This puts the focus back on the conversation, not the software.
Address people by their name (e.g., „John, what do you think?“) to keep them engaged and make the conversation feel personal.
When the customer asks something, answer it with words first to confirm you understand, before diving into the software to show it.
Avoid answering questions the customer hasn’t asked yet. Let them ask—it keeps them engaged and makes the demo feel more interactive.
Find out if they’ve read reviews or heard feedback about your product. This helps you address their expectations or clear up misconceptions early.
Questions?
Speak to Max today
