{"id":46899,"date":"2026-06-24T16:56:35","date_gmt":"2026-06-24T16:56:35","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46899"},"modified":"2026-06-24T16:56:35","modified_gmt":"2026-06-24T16:56:35","slug":"dealing-with-just-show-me-a-demo-seven-methods-to-move-into-discovery-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/dealing-with-just-show-me-a-demo-seven-methods-to-move-into-discovery-2\/","title":{"rendered":"Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery"},"content":{"rendered":"

Far too often, prospects demand, \u201cJust show me a demo\u2026!\u201d when we know the correct approach is to invest, mutually, in a discovery conversation.\u00a0But how do we convince prospects to make this change?\u00a0Here are seven ideas!<\/p>\n

Prospect says, \u201cJust show me a demo\u2026\u201d<\/p>\n

    \n
  1. You respond, \u201cTerrific! Let\u2019s schedule eight hours for your demo, because that\u2019s what it will take to go through our offering. Or<\/em> we could invest thirty minutes to discuss your situation so that we can focus on what\u2019s important for you. The resulting demo will likely last well under an hour.\u201d<\/li>\n
  2. You offer, \u201cYou are investing a great deal of time and energy in finding and implementing a new system. Let\u2019s ensure that investment pays off for you by helping us understand your situation\/goals\/needs\/etc. fully before we present a demo.\u201d<\/li>\n
  3. You say, \u201cOh!\u00a0This is exactly like having a severe headache and going to the doctor and the doctor says, \u2018You have a headache?\u00a0Great! Go down to the pharmacy and try each of the one thousand drugs we offer and then let me know which one works best\u2026!\u2019\u00a0We can continue on that pathway or, if you allow me to be your \u2018physician,\u2019 I can discuss your situation to enable an accurate diagnosis and a focused demo prescription.\u201d<\/li>\n
  4. You respond, \u201cI\u2019m presuming you don\u2019t want to pay for capabilities that you don\u2019t need. So instead of guessing and likely wasting your time and mine let\u2019s invest a few minutes to discuss your actual needs.\u00a0The demo can then focus specifically on those capabilities.\u201d<\/li>\n
  5. You offer, \u201cIf I were a surgeon, would you want me to grab a scalpel and open you up or would you prefer that I ask a few questions first?\u201d<\/li>\n
  6. You counter, \u201cImagine you just sat down for a meal in a nice restaurant and I\u2019m your waiter.\u00a0Should I simply guess what you want to eat and start bringing out dishes or would you want me to offer you a\u00a0menu?\u201d<\/li>\n
  7. (My favorite!) You say, \u201cFine\u2026\u201d and move (gently but firmly) into a\u00a0Vision Generation Demo that satisfies your prospect\u2019s desire to \u201csee what\u2019s possible\u201d while moving delightfully into a discovery conversation.<\/li>\n<\/ol>\n

    And we can use The Menu Approach to focus on the topics of highest interest for your prospect!<\/p>\n

    Any other ideas to suggest?<\/p>\n

     <\/p>\n

    Resources:<\/p>\n

    Doing Discovery<\/em><\/p>\n

    https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

     <\/p>\n

    Avoiding Buying It Back<\/p>\n

    https:\/\/greatdemo.com\/are-you-buying-it-back-2\/<\/a><\/p>\n

     <\/p>\n

    The Menu Approach<\/p>\n

    https:\/\/greatdemo.com\/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3\/<\/a><\/p>\n

     <\/p>\n

    Vision Generation Demos<\/p>\n

    Great Demo!<\/em> Third Edition page 258<\/p>\n

    https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

     <\/p>\n

    Real Stories About Discovery:<\/p>\n