The 'early' demo

Apr 2
1 min read

B2B sales rep defaults to an early product demo to escape uncertainty—highlighting a common mistake where premature demos replace real discovery and stall sales progress.

Having the capacity to lead a sales conversation is everything.

The demo is usually pre mature because Your Account Executives are uncomfortable sitting in ambiguity.

They’d rather be somewhere

Somewhere safe. And that safe place is the software.

It’s soothing for them.

it’s where they feel competent
And more in control and know what to say.

BUT WE KNOW the early demo isn’t advancing the sale.

It’s just a psychological escape

for both side because even the buyer gets a free pass .. they get to zone out and stare at the screen.

What I teach. Prospect needs to earn the demo. And the way they earn is by convincing you they have reasons to seriously justify and consider your software.

If they haven’t articulated that

The demo is pre mature

There isn’t a software company on the planet that’s not guilt of this to some degree.

Have I seen the early demo work before. YES>. By a well trained rep who used the software to pull pain. And once it surfaced it transitioned to a diagnostic discussion….it was BRILLIANT.