Product Demos That Sell: How to Deliver Winning SaaS Demos

Steli Efti · First published January 29th 2016

This is the no B.S. guide to presenting software like a pro.

If you’re a SaaS startup founder or sales rep, you’ll learn to:

Ensure prospects attend your demos
Discover why your demos fail to close the deal
Better differentiate yourself from competitors
Customize your demo to your prospects’ needs
Improve your demo-win rates
Deal with questions and objections during the demo
Expertly handle bugs and demo fails

Giving successful product demos is not rocket science. Anybody can do it—if you’ve got the right blueprint.

Product Demos That Sell is a guide for technology startups and SaaS companies looking to create powerful and effective product demonstrations that win customers. The book focuses on creating a strong product story, understanding the customer’s perspective, and delivering the demonstration in a way that highlights the value of the product.

1. Create a compelling product story that highlights the unique value of your product.
2. Understand the customer’s perspective and tailor your demo to their needs and goals.
3. Use storytelling techniques to make your demo engaging and memorable.
4. Show the customer how your product will solve their problems and meet their needs.
5. Highlight the key features and benefits of your product in the demo.
6. Use real-life examples and case studies to illustrate the effectiveness of your product.
7. Make sure your demo is concise and focused, without overwhelming the customer with too much information.
8. Use visuals and graphics to help explain complex concepts and ideas.
9. Practice your demo and make sure you are comfortable and confident when delivering it.
10. Follow up with the customer after the demo to gauge their interest and respond to any questions or concerns they may have.