Demos That Don't Suck in 2025

Let me ask you this: Have you ever finished a sales demo and all you got in return was crickets? Maybe your prospect ghosted you, or worse, checked out entirely while you were still presenting?

If you’ve been there, I’ve got some tough love and actionable steps to fix it.

WATCH THE REPLAY

Why Your Demos Might Be Missing the Mark

Here’s the harsh truth: most sales demos fail because they’re too generic, too long, and not focused on solving the buyer’s specific issues.

Say it with me: No one cares about your 20 page slide deck!

Let’s break it down:

1. Discovery and demo in the same call? Big mistake. It’s nearly impossible to uncover your buyer’s real problems and deliver a tailored demo in just one call. You need time to connect, understand, and strategize.
2. The timing is all wrong. Anything over 30-40 minutes? Brain fog kicks in. Your buyers tune out, and your message gets lost in the noise.
3. You’re showing off features, not solving problems. If you’re relying on a standard slide deck or demo, it’s likely all about your company, not their issues. That’s a recipe for disconnection.

Here’s What You Can Do to Get Better Results

If you want your demos to resonate, here’s the formula that works:

1. Stop combining discovery and the demo. Discovery needs its own dedicated call. Use that time to deeply understand your buyer’s pain points and what they actually need fixed.
2. Get agreement on the problems upfront. Confirm with your buyer: “Is this the problem we’re solving?” When you align on this, the rest of the process becomes much smoother.
3. Customize your demo to their needs. Show how your solution specifically fixes their problem. Highlight only the features relevant to them. Don’t waste their time - or yours- on fluff.

3 Tips for a Winning Demo

• Start your demo by reiterating the problem you’re solving. Example: “Last time we agreed that [specific problem] is your top priority. Today, I’ll show exactly how we’ll address it.”
• Keep it short and focused. Under 40 minutes is ideal.
• Make it about them, not you. Your buyer doesn’t care about your company’s history - they care about how you’re solving their challenges.

Why You Should Listen to This Advice

I’ve seen this process transform demos from being a boring, one-sided monologue into a powerful, collaborative conversation. And when you do it right, your buyers stay engaged, they see the value, and you’re far less likely to get ghosted.

Remember: “A confused brain does nothing.” If your demo is too long, generic, or overwhelming, your buyer will walk away unclear - and you’ll lose control of the sale.

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Bottom line: Watch the replay and stop guessing your way through sales calls and demos. DM me for a conversation about private coaching or schedule a call HERE. These two moves will change the way you sell heading into 2025.