BLUEPRINT.

How to Demo a Solution

Go through one point at a time,

TIP: Questions to establish impact: 5-7 mins each
● Can you see yourself using this?
● Would this help you with... I MPACT I MPACT
● How would it impact... Establish the
Impact!
Share relevant use case DEMO 1 DEMO 2 DEMO 3
CUSTOMER ENGAGEMENT .

stories of other people in a

similar position.
D ECISION
A demo can be:
Identify all of the
- Demo the product
Set the scene: Explain what you decision criteria
LAYOUT - Pitch using a deck
want your customer to look at - Prescribe through a use-case

Prepare your setup:

tab-based selling, turn
off notifications, hide RECAP
P AIN The client loses
bookmarks, clean look Summarize the
interest...
situation and pain ...and starts
obtained during the doing email. ...and perhaps
ACE, Agenda re-emerges for
S ITUATION diagnosis
the recap

PREP SETUP TIME .

Open
Exchange pleasantries. Ask approval to take notes and/or How to prepare:
● Know the 3 points
record the call. you plan to discuss.

ACE
Orchestrate the call, check time, set the end goal, and engage: How to prepare:
● Determine in advance
A Appreciate: Appreciate you taking the time. the outcome of the
call: a proposal, a
C Check time: Are we still good for 30 minutes? Ask everyone.
deep dive, additional
E End goal: Typically at the end of this call we agree to… demos with more
stakeholders?
Confirm by asking Is that a good use of our time today?

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 Agenda
Your agenda should mirror the pain points from the diagnose. How to prepare:
● Send a calendar invite
● Ask all attendees: Is there anything you’d like to add? ● Include an executive
brief
● Make sure you involve everyone: How about you, Danny? ● Multiple attendees?
Ask your coach to
● Repeat goals, then ask: Is there anything else?
brief you
● Ask: What is the most important? Let’s start there... ● Confirm 24 hrs and 5
mins before

Layout
Orient the customer as to where/what they’re seeing on the How to prepare:
● Preload relevant tabs.
screen. Close others.

SPICED How to prepare:

● Research the
Connect to previous conversations with a summary of the situation. Identify the
pains they are
S ituation and P ain that led to this demo: Earlier you shared… experiencing.

Demo How to prepare:

● Prepare with
Show how you solve their acknowledged pains, one at a time. relevant use cases.

Share relevant stories of customers in a similar position.

SPICED How to prepare:

● For each use case:
I mpact on the business: ↑revenue, ↓cost, improve UX Who was the person?
What was the proof
● Ask Would this address the pains you have?
point (impact)? By
● Ask What impact would this have if... when did they need a
solution in place (the
● Ask Can you see yourself using this service? critical event)?

C ritical E vent When do you need a solution in place?

What happens if you miss that date?

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 SPICED
D ecision criteria based on impact. How to prepare:
● Prepare decision
criteria table.

Recap
Summarize the key takeaways from each demo point. How to prepare:
● Keep good notes!

Wagons
● Look backward: Did we address all the questions you had? How to prepare:
● Prepare what to ask
● Follow up on ACE: At the beginning of the call we said… for based on the End
Goal you mentioned
● Look forward: May I ask, are you ready to move forward with… in the ACE opening.
● Orchestrate outcome: What would you like to achieve with…
● Involve others: Is there anyone on your side that could benefit...

Close
End with a short exchange of pleasantries relevant to the How to prepare:
● Research personal
conversation. interests.

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 ADDITIONAL RESOURCES FROM

Videos available on Additional open source

the WbD YouTube Channel templates can be accessed at
www.thescienceofrevenue.com

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