One sentence from a customer changed how I do all my demos

Guy told me 'stop showing me features, show me how this saves me one hour a week.' I cut my demo length from 45 minutes to 15 and my close rate went up 30%. Anyone else tweak their pitch based on one comment?

2 comments

2 Comments

taylor30524d ago

And here I was thinking my 45 minute ramble was a masterpiece of storytelling. Turns out people just wanted to know if it saved them time, not hear my whole life story. I switched to asking "what's your biggest time waster" right at the start and my demos got way shorter.

martin.vera24d ago

Honestly, same thing happened to me. I used to spend the first 20 minutes of every sales call telling this big story about our product's origin, thinking it was building a connection. Then I realized people were literally checking their watches. Ngl, now I just start with "So what's the one thing that takes you forever to do every week?" and the whole call becomes way more focused and useful for them.