This is my all time favorite strategy for Feature Demonstration.

Tell-Show-Tell.

It's not easy, but it is simple.

I have it hanging on my desk and look at it almost every day.

Tell them what you will show them
Show it to them
Then tell them what they saw

In continuing from an example I wrote about earlier this week, it might sound like this:

Tell #1:

"Mr./Mrs. Prospect, you told me you're struggling to get your AEs to keep your CRM up-to-date. Specifically, they complain it's too manual and time-consuming to log their calls, and it's impacting your ability to analyze the effectiveness of certain activities."

[if you saw my Discovery post - insert an SDP here]

"What I'm about to show you is how you can achieve greater CRM hygiene and have better insight into your sales process by empowering your reps with a tool [your product] that automatically logs pertinent meetings from their calendars."

-

Show:

[show it]

-

Tell #2:

"To recap, your reps won't have to manually log their meetings anymore, making your activity reports much more accurate and reliable. Using what I just showed you, a similar customer I worked with, Acme Group, saw a 70% improvement in CRM hygiene and were able to use that data to fix key parts of their sales process."

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An additional thing to callout is I didn't use any feature names. I described the capability in terms of the problem it solved.

Your prospects will have a hard time connecting the dots if you only use feature names.

If I had written instead, "I'm about to show you our CalendarBuddy™️ tool, which will make your life SO much easier", you would have no idea why it was relevant to the conversation.

It's the same thing with your prospects.

The key is to:

set context around what you're showing
show it
then highlight the impact.

Tell-Show-Tell.

The Best Technique for Feature Demonstration

This is my all time favorite strategy for Feature Demonstration. Tell-Show-Tell. It's n

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