Feel Good (Generally) When Someone Writes Something Down During Your Demo…

In face-to-face demos, you should feel good (generally speaking) when you see someone make a written note – particularly after you’ve shown a key screen or presented an important idea.  The higher the rank of the person making the note, the better…!  It means, hopefully, that the person has understood the import of what you just presented and wants to remember it.

An additional thought:  When you have multiple members of your team and the customer also has multiple players in the demo, I recommend mixing the seating – as opposed to having “them” on one side of the room or table and “us” on the other.  This enables you to glance and see what that high-level person just wrote down…!