Step 10. How To Deliver A Demo Or Presentation

I've included this section for companies that need to demonstrate their software or deliver a presentation. A demo is where you can get traction if it is delivered correctly. Here's the format for the demo: Getting Prepared · Have your PDFs open (price list, Maintenance Agreement, etc.) and the tabs that show relevant information so you can switch to them easily. · Make sure you’re ready to record the demo. Always ask permission of prospect(s). · Open a viewer or another PC, so you can see what the prospect sees. Sometimes there is a lag. · Make sure your online meeting software only shows your screen and not your desktop, taskbar, etc. Step One: · Get the names and responsibilities of those on the call. · Ask each of them: “Given our time constraints, what is the most important thing I could cover for you today?” · Write it down. Step Two: · Introduce your company. This is your 30-second elevator pitch. To write one see, The Elevator Pitch in How to be a Professional Salesperson. · Start the demo. Try to deliver some content related to what the highest-level person told you they wanted to see. · After that content, ask that person the first question: “How are decisions to purchase products like ours made in your company?” Even if you asked this prior to the demo, with other people on the line, the answer may change. Step Three: · Continue with the scripted demo, allowing for variations to make sure you cover the requests the participants requested. · Pepper throughout the demo, the following questions, if you have not previously asked them: - What is driving your interest in our product? Why now? - What are you doing now for X? - Is this project budgeted? This is a reasonable yes/no question to ask at this point. Create additional questions based on your product. Step Four: 1. Conclude the demo and ask, “Did I cover what everyone wanted to see?” 2. Upon acknowledgement, ask the decision maker, “Mary, what's the next step?” 3. Once Mary tells you, ask “Then what happens?” If your product has a price point where a decision can be made right there ask the two questions below, for Step Four -#1: 1. Ask the decision maker, “What do you think?” Then don't say anything. 2. If they say, "I really like it" you say, "Great! Do you want to join/sign up/place an order?" I've gotten people to sign up that way. It never hurts to ask. Regarding live presentations, online, or in person, here are a few additional suggestions: 1. If possible, don't do them after lunch. People are naturally sleepy then and won't be paying as much attention. 2. Keep the lights on as much as possible. Same reason as number 1. 3. Have a list of prepared questions to scatter throughout to keep everyone engaged. A winning sales demo is simple: link their pain to your proof and secure the next step. This video shows a clear demo method for founders and small teams that need consistent conversions without founder-led selling. You’ll see how to open with outcomes, confirm the problem, and run a crisp flow that ties features to value. We cover agenda, time checks, land-and-expand talk tracks, and how to end with a tight action plan. You’ll also learn how fractional sales leadership uses one playbook for demos, so every AE and SDR runs the same process. Download my demo template here: https://docs.google.com/document/d/1D0dbPI57g7bvCpQ8O55lZPvOfMBsDJe0/edit?usp=sharing&ouid=116062764212801437369&rtpof=true&sd=true 3 Biggest Takeaways Prioritize the Decision Maker: Before starting any technical demonstration, directly ask the primary decision maker what the single most important feature or outcome they need to see is. Ensuring their specific needs are met is the fastest path to a successful sale. Confirm Value Before Closing: Use the end of the demo as a natural closing point. By simply asking "What do you think?", you allow the prospect to confirm the value they've seen, which opens the door to asking for the sign-up or subscription immediately. Address the Whole Room (Strategically): While the decision maker is your priority, don't ignore the rest of the group. Open the floor to others' questions to ensure everyone feels heard, but only after you've satisfied the core requirements of the person holding the budget. Frequently Asked Question (FAQs) & Answers Q. How should I start a software demo? A. Begin by getting introductions for everyone in the room. Once that's done, go back to the decision maker and ask, "What's the most important thing I can show you today?" and write down their answer. Q. What if the decision maker has a limited amount of time? A. Focus entirely on the "most important thing" they identified at the start. If they are satisfied and need to leave, you can stay on with the rest of the team to handle more granular questions or technical details. Q. Is it really possible to close a sale during the demo? A. Yes, especially for lower price point products or subscription services. If the decision maker is present and agrees the product delivers the value they need, you can directly ask, "Can I sign you up?" or "Would you like to join?" Q, What do I do if other people in the room have conflicting priorities? A. Acknowledge their points and offer to cover them if time permits or in a follow-up. Always ensure the decision maker's primary goal is addressed first, as their satisfaction is what drives the final "yes." Q. How can I ensure my sales team delivers consistent demos? A. The video mentions utilizing a Sales Playbook and specific methodologies (linked in your video description) to ensure every team member follows the same high-standard process for every presentation.