Demo Best Practices: Avoiding Uncomfortable Silences
Every demo expert tells you to pause after showing a key feature. Then wait… and wait… and wait… for your prospect to speak. We agree with this, but it’s so uncomfortable! Here’s a trick to get through it.
Always have coffee ☕ or a glass of water 🚰 next to you.
Then...
Show an amazing feature.
Wait a second.
Glance down and pick up your drink.
Slowly take a sip.
Put it back down.
Look up and wait another second.
Takes about 8 seconds. ⏱
You almost always get some type of response during that time.
💬 Might be a simple “OK.” or “Got it.”
💬 Might be an excited “That’s awesome!” or “Oooo, I love that!”
💬 Might be a prompt to dive deeper “Yeah, that will make our lives a lot easier. So once we do X… how do we do Y?”
💬 And yes… it might just be silence. It’s rare, but it happens.
No matter what… your prospect gets a few seconds to digest what they just saw. 🤔
No matter what… you get a few seconds to take a quick drink instead of staring awkwardly into your web cam in uncomfortable silence. 😊
Everybody wins! 🙌
You win.
Your prospect wins.
And the demo experts win. 🤣
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