[rawoke083600]

I guess its obvious now but when I demo'ed/try-to-sale my software projects I would spend 15 min showing "the guy" all the features.. INSTEAD of listing and teasing-out the ONE requirement/problem the guy had and THEN spending 15 min showing him how the software will fix he's one big problem.

[thrav]

This is the art of the demo. If you don’t have 1-3 big problems that you’re about to show the customer how you’ll solve, you’re just shouting into the void.

If customers won’t tell me what problems they’re trying to solve, I adopt a very monotonous cadence and tone and repeatedly say, “I can keep going through standard features, but this would be a lot more useful for both of us if you could tell me a bit more about your needs.”

[djrogers]

I’m in sales, and sometimes I get so excited about a particular technology that I forget this rule too. Can’t imagine how hard it would be for someone who actually built the dang thing!