J
J

Juancallclose

Director

Catalyst
Opinionated
Valued Contributor
+3

just show me the demo!!!

Yes I know, social contract the fock out of them, but do these customers ever buy? "Just show me what you got?!?!" If you can't invest a few minutes to talk about your use case, why are you here?

Demo now

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🏰 War Stories
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18 comments

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braintank
Politicker
8
Enterprise Account Executive
In that case inject your demo with discovery.

Stop every few minutes to ask:
"How does this compare to what you have?", "How would you use this part?", Etc
Filth
Politicker
4
Live Filthy or Die Clean
Boom. This is the way.
NotCreativeEnough
Big Shot
5
Professional Day Ruiner
I've definitely had customers before who know they're use case, don't care enough to talk about it, and just want to see if you'll work or not. Then buy from the demo. 

Whenever someone is like that I try to keep it super high level. And ask a lot of questions throughout the demo like how that specific thing looks to them. How they do what I just showed them now. Is that what they were looking for. How will that impact your business. etc. that way you can hone in on what they actually want

I don't think they're lay downs. And I don't think they're impossible to sell to either. Treat them like you would any other customer and just try to mix your discovery in throughout it. Just don't waste too much time on them when there's the chance that they're just kicking tires too. 
jefe
Arsonist
4
🍁
Deals are made during discovery.

These people are tirekickers. 
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
In my experience, the people who want to jump right to the demo are infogatherers, low level non-decision makers who were sent out to gather the info, check a box, and return to base, never to think about the project again.

Happy to have the conversation and uncover the potential, but I don't forecast these until I get to a decision maker.
CuriousFox
WR Officer
4
🦊
Are they the ones that truly make the buying decision?
TennisandSales
Politicker
3
Head Of Sales
so there are only 2 reasons this happens. 


1. your marketing team is awesome and have been able to educate them before you ever talk to you and they know their shit and just need to see it. 

2. the product you sell is a commodity and they have seen demos from everyone and just want the cheapest deal. 

the first option is rare. and the second option is a race to the bottom. 
ABX
Opinionated
0
Account Executive
Option 3 is they have a cheaper or "better" way of doing this in-house and you're simply a measuring stick against a project they're launching themselves.
Justatitle
Big Shot
3
Account Executive
Rarely do they buy and they’re always a nightmare for CS and implementation 
Gasty
Notable Contributor
1
War Room Community Manager
Conversion is inversely proportional to prospect’s impatience
StringerBell
Politicker
1
Account Executive
I hate it and avoid it but occasionally play ball. I’ve closed a couple of deals this way. I think you need to get a very quick read for the person. If they’re senior enough then it can be really worth it. One time it was a cto of a company and he was busy so I kind of half expected it and it allowed me to close the deal.
trusted.advisor
1
Manager, Solutions Consulting
Generally an indicator that you're talking to the wrong person and/or they're not in an active buying cycle. Absolutely use a prospects willingness to engage in discovery as a data point in your deal qualification. Very unlikely that they can't make time for proper discovery if they're actually buying, that's generally an indicator that they are kicking tires. 
balbazar
Opinionated
1
Enterprise Account Executive
My immediate response is "ok, what are you interested in?" Just act dumb and get further clarification on everything they need to see. I'll usually frame this as making sure you get the best use of their time. Check out DISC if you want some tips on dealing with Direct communication styles

https://leadershipstrength.com/2020/12/the-four-disc-styles-of-leadership-communication/

cashmachine
Politicker
0
AE (Account Executive)
discovery is a very key element in the process. in the rare case that someone high level is doing this, give them what they want. but again, that’s rare.
Corpslovechild
Politicker
0
Inbound Sales Manager
“Of course, what would you like me to demo?” Of and help me understand how this effects XYZ
ABX
Opinionated
0
Account Executive
"No worries: 5 minute demo video headed to your email right now. Gotta run!"
IYNFYL
Politicker
0
Enterprise SaaS AE
Show me the demo, show you exactly what? That's the point of discovery to tell them you don't want to waste their time as we know they don't want to be there
DungeonsNDemos
Big Shot
0
Rolling 20's all day
It's a two way street. Gotta have some give/get in there.

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