Mastering the Art of Invisible Demos
Brice Green
Sales Engineer | Channel | Leader | Technical Proficiency | Problem-Solving and Analytical Thinking | Increased win rate for deals with pre-sales involvement by 30%
Ever thought about running a product demo when the client can't see your screen? Sounds crazy, right? But what if I told you this could be your secret sauce in demos? Welcome to the world of "demoing in the dark" – a game-changing technique that'll make your presentations unforgettable.
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The Blindfold Revolution in Sales Demonstrations
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Picture this: You're all set for a crucial demo, and bam! Your demo environment crashes. Panic time? Nope. It's your moment to shine.
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Check this out: ServiceNow did a 6-month study and found that a whopping 84% of prospects could recall demo stories, but only 17% remembered features. Mind-blowing, right?
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Why Traditional Demos Are So Yesterday
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Let's be real – we've all dozed off during those endless PowerPoint parades and boring how-to demos. In his book "Selling Stories," Matthew Dick takes us back to the pre-PowerPoint era when salespeople were master storytellers. Today, we're drowning in data-driven slides, losing the plot (literally). I wonder what if you demo in the dark.
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Demoing Without Visuals: My Lightbulb Moment
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I decided to listen to one of my demos with my eyes closed. Here's what hit me:
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1. Set the scene: Start with "I'm in the office" or "I'm at my computer." Give your audience a mental anchor.
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2. Make 'em feel the pain: Don't just list problems – make your clients live them.
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3. Real stories sell: Use past client experiences to show how your product saves the day.
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4. Get personal: No client stories? Use your own. Authenticity is gold.
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5. Metaphors are your best friend: They make complex stuff simple and sticky.
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6. The structure of your story is crucial: Begin by envisioning the conclusion. Ensure that the beginning contrasts with the end by highlighting the difference between the problem and the solution.
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7. Keep it snappy: If you're zoning out, your audience definitely is. Trim the fat.
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8. Paint a picture with words: Use vivid language to create mental images.
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9. Engage the senses: Describe sounds, feelings, even smells related to the problem and solution.
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10. Use dramatic pauses: Let key points sink in. Silence can be powerful.
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The Magic of Storytelling in Sales
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By nailing these techniques, you're not just demoing – you're creating a blockbuster in your client's mind. Done right, they might not even notice there's no visual.
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Your Mission: Level Up Your Demo Game
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Ready to rock? Here's your challenge:
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1. Record your next demo, then listen to it with your eyes closed or while wearing a blindfold.
2. Spot places where you can inject more story magic.
3. Practice your demo using just words and gestures.
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Remember, your killer app isn't your slide deck or the application – it's your storytelling superpowers.
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So, are you ready to demo in the dark and blow minds? Your next big sale might just depend on it. Let's make some noise in the silence!
?? I’m Brice, 7+ years of bringing solutions to life, in-person and on-line.
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For transparency, this article was written with the assistance of AI. However, my thoughts and ideas are my own and do not reflect the official policy, position, or endorsement of my employer or any affiliated organizations.?