What is a sure way to lose a sale? Give a demo before you know what the prospect needs.
We get it. Demos are easy. Demos are sexy. But did you notice that demo is a four letter word? Like many four letter words, you need to know when to use it for greatest effect.
Demos aren’t effective sales drivers when they’re deployed at the wrong place in the sales cycle. That’s because before you demonstrate your product or service, you must fully understand the business problem your prospect needs to solve.