The document provides tips for effectively demonstrating a product or software to customers. It recommends 1) customizing the demo based on research of the specific customer, 2) framing the demo around telling the customer's story and how the product plays a role, and 3) rehearsing the demo at least three times to balance focusing on the customer experience and mechanics of the demonstration.

1. Presented By
SUNIL SISODIA
TRAINER
Skills Root edu Tech Consulting Inda Pvt Ltd

2. 1. Customize your demo.
• Every customer is unique, so every demo should be uniquely
matched to that customer. Before you demonstrate a product,
do your research. Check the customer's SEC filings, press
releases, conference proceedings, annual reports, published
interviews, and so forth to understand the context of the
demonstration.
2. Tell the customer's story.
• A product demonstration should never be a tour of a product's
features and functions. Instead, it should tell
the customer's story, with the product playing a key role. For
example, suppose you're demonstrating a software product
that helps companies better control their inventory of parts.

3. 3. Rehearse, rehearse, rehearse.
• Demos are much more difficult than presentations–
because in a demo, you must simultaneously focus on
the customer, the effect the demonstration is having
on the customer, and the mechanics of the
demonstration. So it's utter madness to try to give a
demonstration without rehearsing it at least three
times.
4. Test everything beforehand.
• Never give a demonstration without a dry run,
preferably at the very location where you'll be giving
the demonstration. Never assume that the equipment
available at a customer site or conference facility will
work.

4. 5. After the demo, close the
deal.
• Because "seeing is believing," there is no
better time than after a successful demo to
close a sale or ask for the next step, such as
a meeting with a decision-maker. So when
you demo, you must ask something that
will move the sale forward.