OCD Demo Structure

What's the best way to structure a demo? Be a little OCD about keeping your demo organized and split it up into sections based on solutions - not features.

Demos often seem like a blur to prospects. They see one feature after another after another.

To fix this, break the demo up into three to five sections, each one focused on one key element of your Solution.

Think of an element of the Solution as the set of features that combine to solve one of the prospect's Problems:

If you sell project management software, you're not demoing a bunch of buttons.

You've identified that prospects have the Problem of tasks falling through the cracks.

You have a Solution that stops tasks from falling through the cracks with task monitoring and assignment.

You'll be showing features - like a progress dashboard, reminder emails, and a task allocation module - but you'll present all of these as components of one element of your Solution.

The Takeaway:

Demo solutions to problems.

Don't demo features.

OK OK, this is more than a little OCD.

But it works!!

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If you liked this article, have a look at our piece on Demos: Principles for Structure and Impact to see how to build a full and effective demo structure. You can also check out the P.S.I. Selling Content Page for more insights on sales communication, strategy, and leadership.

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