Harbor Tours are the enemy of demo excellence.

Learning how to sequence properly can immediately improve the effectiveness of your demonstrations.

If you're not familiar with the Harbor Tour concept, it describes a pattern where you demo the same features in the same order to every. single. prospect.

And look, I get it, this is how most organizations teach you to demo. They teach you all of the key features at the same time and score you on how well you can demo them in one sequence.

If you think about it, is that really learning how to demo? Or is it high level product training?

STOP!

If the prospect wanted a generic overview of your product, they could probably find one on your website.

The value you bring to the conversation is your knowledge of their specific needs and interests. Tailor to them!

The better way:

1. Take the time to understand your prospect's needs and interests. In short, do some discovery.

2. Based on what you learn, pick out 3-4 key capabilities that map to their needs and demo them IN ORDER of priority / impact to the prospect.

3. Lead the demo with the MOST COMPELLING of the 3. And yes, what is most compelling probably won't be the same from prospect to prospect!

The Harbor Tour is Killing Your Demos: How to Fix It

Harbor Tours are the enemy of demo excellence. Learning how to sequence properly can imme

The all-in-one writing platform.

Write, publish everywhere, see what works, and become a better writer - all in one place.