Presales Best PracticeS: Change Your Demo Language from Me to You

Hey sales engineers… want an instant engagement boost in your demos? Change your demo language from “Click here to do XYZ…” to “If this was YOUR system, YOU would click here to do XYZ…”

❌ The goal of your demo isn’t for you to show off your software.

✅ The goal of your demo is to get your prospect to imagine themselves using your software.

This subtle change in your demo language helps makes that happen.

---

There are two parts to the change:

PART 1: "If this was YOUR system..."
You want to get your prospect thinking about your software as something they already have. This part shifts them to that mindset.

PART 2: "YOU would click here to..."
This is the classic sales/presales advice to make the demo less about you and more about your prospect. This part puts the focus where it should be.

-----

With your newfound demo language… your prospect goes from:

Feeling like they are stuck in a boring software training. Click here, click there… click here again… 😴

to

Feeling like they are living an exciting day-in-the-life of how your software will help them. Oooo… Ahhh… That would be make my life soooo much better! I gotta get me some of that! 😃

---

In your next demo, try these out:

• If this was your system, you would click here to…
• If this was your system, you would be notified when…
• If this was your system, you could track that with…
• If this was your system, you could configure it to…
• If this was your system, you would answer that question by…
• If this was your system, you could run this report to see…

Experiment to find the variations that work best for you and your software.

Once you find them, get ready to ride the wave of Closed Won deals! 🙌

---

Want to boost prospect engagement during your sales cycles? Talk to one of our presales experts about how Homerun Presales helps your sales engineers find what matters to your prospects and incorporate it into their presales activities. Click here to get started!