Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while differing markedly from traditional demos. Thousands (now millions!) of demos were analyzed to uncover these seven success factors:
1. Pre-Demo Discovery
2. A Crisp Review of the Prospect’s Situation
3. Do the Last Thing First
4. Inverted Pyramid
5. Peel Back the Layers
6. Peel Back the Layers (reprised)
7. Transition Vision
We’ll examine each of these, how do your demos compare?