Great Demo!

Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations

Friday, January 2, 2026

Which Vendor Statement Has More Impact?

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  Compare these:   “If you buy our software, you’ll save time and money…!”   “If you implement our software, it looks like you will reduce y...
Wednesday, December 31, 2025

Sage Sayings and Wise Words to End 2025 and Start 2026

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  Do the Last Thing First!   Peel Back the Layers   Encrispen!   Avoid Buying It Back.   Execute all pathways with the fewest number of clic...
Tuesday, December 30, 2025

“Here’s the Truth?”

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  When someone starts a sentence with the phrase, "Here's the truth," I'm immediately skeptical!
Monday, December 29, 2025

“Customer Fill In” – A Truly Terrific Demo Tip!

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  This tip will change your demos BIG time…   Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing...
Friday, December 26, 2025

Tell Your Prospects “It’s OK to say no…”

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Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the pro...
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