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don't share screen before doing this.
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I watched a rep give a killer product demo. Or so they thought.
- 20 minutes of screen sharing.
- Feature after feature.
- All slick. All smooth.
Then the buyer said, “Looks cool. Let me think about it.” And never came back.
Here’s the problem: If you demo too soon, or too broadly, you lose the thread
of why they should care.
We had a rep selling to a C level.
Pain was clear, new hires were taking 8 weeks to ramp.
But the rep jumped straight into product. Showed dashboards, automation flows,
integrations, all of it.
Not even 1 stop to ask a question or check-in, nothing.
The buyer smiled. Nodded. Said, “We’ll circle back.” Never did. Obviously!
When we dug in, the rep said, "I showed them everything. They should’ve been
excited."
That's EXACTLY the BIG problem.
15-minute discovery first
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"What’s the #1 thing you’d want this to fix for you this
quarter?"
- "What happens if nothing changes?"
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"You mentioned onboarding’s taking 3x longer than expected,
let me show you just that part."
"So based on what you said, X pain, Y priority, Z timeline,
this gets you there. Sound right?"
Demo isn’t a presentation. It’s a proof.
- Proof you listened.
- Proof it solves something real.
- Proof there’s urgency.
- 15 mins of discovery first
- Anchor demo to their words
- Recap the pain + path at the end
That’s how you move from "cool tool" to "must-have."
If you want to go deep, we can quantify, measure and define COI before sharing
screen.
Every single conversation is a new world, and you won't know how it will go.
But you CAN control how you behave, what you ask, and how you lead the room.
If your team’s running product-led demos without buyer-led urgency, let’s fix
it before another deal goes cold.
July’s fully booked already, and I just accept only 2 new clients per month.
But if you want to take this seriously, let's lock it for August, the best
month to practice and become elite before summer's over and deals get back on
track.
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