If you’ve ever left a demo thinking,
"That went great… why didn’t they buy?" you’re not alone.
Most demos fail for one simple reason: They’re built around the product, not the prospect.
So let’s fix that.
Here are 3 hacks that will turn your demos from “nice presentation” into pipeline movers.
1. Start With Their “Why” Not Your Slide Deck
Before you open a single tab or click “share screen”:
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Recap what you know: “Last time we spoke, you mentioned X, Y, Z…”
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Confirm the goal: “What’s changed since then? Anything new I should know?”
This makes the next 30 minutes feel like their meeting, not your monologue.
2. Build Your Demo Like a Movie
Great movies don’t dump every plot detail in the first 5 minutes.
Instead:
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Hook them early: Show a quick win or “AHA Moment” in the first 3 minutes.
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Follow with the journey: Use the rest of the demo to build proof and trust in showing exactly what they need! Rather than just doing your talk track.
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End on the climax: Show them exactly how they get from today’s pain to tomorrow’s result with your solution!
Your goal: Make them feel the transformation, not just see features.
3. Turn Questions into Closing Opportunities
When a prospect asks:
“Can it do X?”
Instead of jumping straight into how, ask:
“What’s making X important for you right now?”
This does 2 things:
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Uncovers the real business driver (which sometimes is an AHA Moment for your prospect as well!).
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Lets you connect your answer back to ROI, not just functionality.
💡 Pro Tip for DACH Sellers:
Demos here are often slower-paced than in the US.
That’s your advantage! Use the time to ask deeper questions and position yourself as an Advisor rather than just Sales Rep.
Your Challenge This Week
Before your next demo, write down:
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The 3 main pains you’ll double check with your prospect and once confirmed you focus on.
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The “quick win” you’ll show in the first 3 minutes.
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2–3 questions you’ll ask before answering any product question.
New Podcast Episode
Last week, we went deep on Enterprise Selling.
This week you can listen to Django and his Best Practices on how to Win Deals in Demos in DACH!
Check it out and subscribe for future Episodes! 👏
Want to Nominate a Sales Superstar?
We’re now featuring sellers in the newsletter who get extravagant results.
Nominate yourself, your colleague, or someone you admire — send us a short message at [email protected] and tell us why they should be featured!
📚 Want More Demo Wins?
Inside the Sales in DACH Academy, we break down:
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DACH-specific demo frameworks
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Recording reviews with feedback
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Real example scripts from top sellers
So... if you're a German-speaking Sales Rep who is looking for a better way to hit target!
First 7 days free for you to check out. ❤️
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