When it comes to software, most people aren’t looking for a long list of features.
They’re looking for solutions to their problems.
It’s the difference between saying, “Here’s what you can do with this software” and “Here’s how this software makes your life easier.”
One hits the mark. The other misses entirely.
Customers don’t want to be overwhelmed with all the technical details, features, or setup modes—especially not in the early stages of decision-making. What they want to know is simple: How does this help me work smarter, not harder?
Demos Should Focus on Outcomes, Not Options
Your demo isn’t the time to deep dive into technical specs or features they may never use. Instead, focus on the outcomes—on the real-world insights they’ll gain from using your software and how it impacts their day-to-day.
For example, instead of showing every workflow option, show them how one or two functions actually save time, simplify tasks, or help them hit their goals.
Because at the end of the day, it’s not about the features.
It’s about the results.
Skip the Technical Details
Demos should make things easier, not more confusing. The goal isn’t to impress them with how much the software can do but to give them confidence in how it helps them. Skip the deep tech talk and focus on what matters most to the customer: the positive impact on their workflow, time, and focus.
Lead with the Benefits, Not the Features
When customers see how software aligns with their goals and needs, they’re more likely to move forward with it. But if they’re bombarded with features, they’ll tune out.
So, next time you’re leading a demo, remember: people aren’t buying software for the features.
They’re buying it for the insights and the value it brings into their daily routine.
Focus on showing them that, and you’ll have a more engaged, interested audience.
