This is a presales consultant delivering his Great Demo! during the Great Demo! Workshop. First, the presales consultant reviews the customer situation and checks if he understands everything correctly with the customer. In this way, everybody is clear on what the customer is trying to solve. The presales consultant then presents an illustration of that end-result upfront, before even touching the software for the demo so the customer sees immediately where this is going. If it resonates with the customer, the presales consultant will start his demo. The first step for the presales consultant in his demo is to prove that the software is easy to use and is intuitive. He is doing this by going into the software and demo how he gets to that end-result in the fewest number of clicks. Next, the presales consultant continues his demo by having a conversation with the customer and answering the customer’s questions instead of delivering a firehose of functions and features. Finally, the presales consultant gives a summary of the most important aspects of the demo so that the customer retains and remembers the key ideas he wants the customer to remember.
What has the presales consultant in his demo done in comparison to a traditional demo? He turned it upside down, and he encrispened it.