A number of Great Demo! practitioners report that customers expect to see traditional, boring, save-the-best-for-last show-up-and-throw-up Harbor Tour demos – and that the Great Demo! approach of getting to the point right away may sometimes cause some confusion. Here’s a simple solution: let them know that your demo is going to be different, right from the start!
In other words, set expectations. Outline the plan for your non-traditional demo right up front, at the beginning of the meeting. You might say something like, “I’d like to try a new approach to the demo today, with your agreement. Rather than do the traditional ’45-minute-harbor-tour-overview-of-most-everything’, I’d propose that we start with something rather crisp – we can then expand and go as deep as you’d like. What do you think?”
This has proven to work very well – other suggestions are welcome!