When to Demo (And When Not To)

When to Demo (And When Not To)

Purpose of This Lesson

To help you earn the demo, not give it away.

When a Demo Makes Sense

You should demo only when:

• The problem is clearly defined
• The impact is understood
• TFAM relevance is acknowledged
• At least one decision influencer is present

If these are missing, the demo will stall the deal.

When You Should Delay a Demo

Delay the demo if:

• Discovery was shallow
• The customer is “just exploring”
• No urgency is expressed
• No stakeholder with influence attends

Delaying a demo is not losing a deal.

It is protecting value.