We can't demo exactly what the customer wants to see

What's up fellow savages?!


I'm on my 3rd demo with this customer (everything has gone super well so far) but they are wanting to see a few really specific functionalities that our software can do but we don't have much to show until the solution is up and in a live environment.


These guys have been burned in the past with vaporware and the company saying they could do something but in reality they couldn't.


What's the best way to approach this type of scenario? Trying to set the correct expectations but don't want to associate my company with the previous one they had a bad experience with.


Keep in mind: A POC or free trial is a pain in the ass with the solution I sell and in reality, would only greatly delay the close so we NEVER push for it.


Thanks in advance.

📈 Closing
😎 Sales Skills
9
UrAssIsSaaS
Arsonist
8
SaaS Eater
Can you create a video in a dummy environment that shows the capabilities without having to get them live? 
mitts2
Politicker
5
Account Executive
In addition to @UrAssIsSaaS recommendation, do you have any customers leveraging this specific use case? You can share their story or if possible introduce the two companies for a reference call (NDA conscious obviously).

Another option is a short trial period or POC term. Could be free or for a fee depending on resource constraints.
UrAssIsSaaS
Arsonist
3
SaaS Eater
This is probably a better way to do it than what I outlined. 
poweredbycaffeine
WR Lieutenant
2
☕️
You can either push into a POC with a letter of intent signed by the client...or a signed contract with an opt-out date.

OR

Set up a dreaded customer reference call with a client that has the platform live and is using the feature/functionality they are looking to see in the flesh.
CuriousFox
WR Officer
2
🦊
I didn't even consider a contract with an opt-out date for a demo. You think that would work?
poweredbycaffeine
WR Lieutenant
2
☕️
The opt-out signals they are ready to buy if we can prove this feature works. It's the closest thing to commitment as you'll get when you're diving deep into a feature that can only work in a live environment.
burytherail
Opinionated
1
New Logo AE
Yes. This. I’ve seen this work successfully with the software I sell. It reduces risk for the buyer and can get a deal done.
Beans
Big Shot
1
Enterprise Account Executive
Can you approach with a mutual NDA so they can share a subset of data they'd like to see live?
cw95
Politicker
0
Sales Development Lead
NDA signed with some formal 'verbal' recognition of proceeding so it doesn't waste your time. Actually, even a small contract along with it as it will use your time up etc.
Diablo
Politicker
0
Sr. AE
Can't you share the screenshot of these features being worked on by the team. Adding your developer on the call might add some value.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Whatever you end up doing, at this point they need skin in the game - so I'd concur to have them sign some form of intent.
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