What’s the difference between a mystery and a puzzle, with respect to demos?

With a puzzle, the more information you have, the closer you get to solving the puzzle. With a mystery, however, more information doesn’t help – it just makes the mystery more, well, mysterious!

Your objective with a demo is to help your prospect solve their puzzle. That means doing discovery to understand what is needed, and then presenting exactly what your prospect needs to see to complete the solution to their puzzle.

You turn your demo into a mystery by showing features your prospect doesn’t need, want, or care about.

Frankly, it’s a mystery why so many demos do this!