Have you ever found yourself saying, “No, sorry, we don’t have the capability yet…” in demo after demo after demo? That can be painful, particularly when you know it is something considered important by many of your prospects and customers.
Interestingly, however, a Great Demo! Workshop participant recently pointed out that once that capability is finally implemented, there is a very strong tendency to include it in every subsequent demo, whether it is of interest to the prospect or not!
The result, of course, can make demos too long and appear too complicated. The moral? Treat every demo with every customers as a new situation – and focus on the Specific Capabilities needed by that prospect (whether or not they include that new capability).