Dave Morley’s Post

I'm a fan of using 'You' instead of 'I' in product demos because it makes the prospect the star ⭐ of the demo 🎥 . But...did you know there's a common filler phrase that can massively undermine your efforts. You know? 🤷♀️ When you unknowingly say 'You know?' all the time, then every time your audience hears 'You', instead of it gaining their attention, they start to tune YOU out. Some quick solves that work for me: -Slow down...all of it, your words, your thoughts, your breathing. 🐢 -Focus on your audience and call them into the conversation. Stop monologuing and converse. 📢 -Record every call, rewatch them and identify your filler words so you can improve every day. 🗓

What’s my secret to delivering a killer demo? Step 1: Make sure you’ve gone through discovery. That way, you can actually tailor the demo to the prospect’s needs. But let’s be real, step 1 doesn’t always happen. It’s something that gets missed more often than you’d think. So, what do you do when you have to demo on the fly? Here’s what I like to do: I make my demos modular. I figure out how to break them into as many pieces as possible. Once I’ve done that, I play around with the order to see if the flow still works. Of course, some things won’t make sense out of order, but this approach gives me flexibility. Even if I’m just learning about the prospect’s challenges for the first time during the demo, I can adapt on the spot. Some SEs are afraid to go off script, but honestly, I say go for it! Nobody wants to sit through slides or features they don’t care about. Tailor the demo to their needs, keep them engaged, and you’ll win more deals. What’s your approach when you need to adapt a demo on the fly?

Your deals stuck at the demo stage? Many teach their reps to give product tours instead of a demo. Buyers can easily watch product walkthroughs on their own. What's a better way? Graeme Pitches got his reps to ditch the "Product Tour" feature-dump approach for demos that actually have an impact. Here's his simple framework: - Because you mentioned [prospect pain point]... - What I'm about to show you allows [solving that pain] - demo the thing - How does this compare to your current process? Our prospects don't care about our products. They care about their problems. (Credit: Chris Orlob for the framework)

Tired of demos that just don’t hit the mark? Let us help you out! So, what makes a demo perfect? ✨ Keep it real. Don’t read off your scripts. You can do better than that. ✨ Make it all about what the client needs, showing them what really matters. ✨ Skip the fluff, focus on the good stuff. And, of course,  ✨ make it rock-solid and personalized. Because first impression is the last impression. That’s what Pepsales is here for. 😎 We’re here to help you deliver demos that hit the bullseye 🎯 every single time. With Pepsales, you’re not just presenting a product; you’re winning the deal. Ready to make every pitch a winner?

THE PERFECT DEMO DOESN’T EXI–– Yes it does. We analyzed 3 million recorded product demos and found there’s a common feature across winning demos – good discovery calls. And the two most important questions answered by a good discovery call are: -What problem does the buyer need to solve? -How does your product solve that problem? When you’re ready to demo, that’s where you begin. Recap their problem and how your product solves it. Let them ask questions and the conversation will unfold from there. That’s the skill that top salespeople master. (And hey, you’re a top salesperson.) For more intel on crafting a stellar demo, grab our cheat sheet ➡️ https://lnkd.in/g2keAZrN

Body language often says it all. When running demos & discovery, especially with multiple stakeholders, someone's body language often tells how engaged they are. We've all navigated to do other tasks on our monitors during a call that we're not involved in. Be honest with yourself about how engaged and honest your prospects and clients are. Or else, you risk running into the infamous Mister Rogers, as I learned from Jen Allen-Knuth. The last thing you want is to have a deal in commit, only to realize a decision maker never really cared for you or your solution. Do your due diligence so you can lose or win faster, and generate transparency from the other side of the table.

How a single question at the start of your demo can double your close rate I used to dive right into my demos. Big mistake. Then I started asking one simple question: "What's the main problem you're hoping we can solve today?" Boom. Close rates doubled. Why it works: 1. Shows you care about their needs, not just your product. 2. Helps you tailor the demo on the spot. 3. Gets the prospect talking and engaged from the start. 4. Reveals their pain points so you can address them directly. 5. Saves time by focusing on what matters most to them. How to use it: • Ask it right after introductions. • Listen carefully to their answer. • Take notes (shows you're paying attention). • Refer back to their answer throughout the demo. A great demo isn't about your product. It's about their problem. Try it in your next demo. Intandemly

Discovery is king Demos are secondary ^ the mentality all over this platform They’re wrong 💀 Discovery and demos are equally important. Good discovery tees up an effective demo. Solid demos sets up a deeper evaluation. The discovery you ran tells you ✨exactly✨ what to demo. Don’t throw your hard work in the trash. THAT is what matters to them. Nothing more. Nothing less. Gong can do 39,517 different things. But as long as I focus on the 1-2 things that matter to them… We’re in a good spot 🤝 Here are my fave demo questions: - how does this compare to what you’re doing currently? - how do you see yourself and the team using something like this? - can you see the value in a tool like Gong? What else makes a successful demo? P.S. drop some questions you ask on demos 👀

I analysed 8800+ demo calls (1800+ of my own) in 6+ years I'm giving away my 6+ years of trial and error for FREE It utilises a simple 6-step framework. 👉 Proper introductions without fluff (2min) 👉 How I find the root cause in discovery (10-15 min) 👉 Conducting an inspiring demo (10-15 min) 👉 4 questions to stand out (3-5 min) 👉 Discussing pricing with sounding awkward (3-5 min) 👉 Buyer focused next steps (2 min) And honestly, I should probably have charged for it. It’s 6+ years iterating and distilled down to 14 pages To do a demo worth remembering. To make it easy for you, I also added a few talk tracks. 👉 What to say 👉 Why it is important 👉 What to do next No more boring feature dumping demos! Comment "DEMO" and I'll send it to you (must be connected).

𝗔𝘃𝗼𝗶𝗱𝗶𝗻𝗴 𝘁𝗵𝗲 𝗗𝗲𝗺𝗼 𝗥𝗮𝗯𝗯𝗶𝘁 𝗛𝗼𝗹𝗲 🐇🚫🕳️ I've seen countless demos, and a common pitfall? Diving too deep, too soon. Instead of focusing on business value, some demos get lost in features and functions that might be beyond a prospect's current grasp. This not only distracts but also opens the door to unrelated questions. To keep your demo on track: ▶️ Focus on Key Issues: Start by addressing your customer's main problems and showing how you can solve them. (Layer 1) ▶️ Understand Their Buying Stage: If they're new, stick to high-level topics that paint the bigger picture. (Layer 1) ▶️ Dive Deeper When Ready: Only go into details when they're ready, and make sure it aligns with their needs. (Layer 2) ▶️ Let Them Guide: Let the customer guide the conversation's depth with their questions. (Layer 3 and beyond) Remember: Avoid the weeds early on, or you'll find yourself in that rabbit hole. 🚫🕳️