Tomorrow starts a two week streak where I have more than two Sangria demos every single day.
How do you run a good demo? Practice beyond the point you think you need to practice. For me, that means timing each component and running it until I land on the exact same amount of time every single time I present it.
So... doesn't that make it robotic? Here's the crazy thing: you're going to have a robot phase. Whether or not you get through it is up to you.
Great demos are about moving from self-centered to message-centered to buyer centered.
When your demo is second nature, you can focus entirely on meeting the buyer where they're at, and you can provide them the opportunity to make it their own.
Preparation in the mirror gives you the chance to ditch the spotlight and make your buyer the star.