📞 SALES DEMO FRAMEWORKS

32. Demo Confirmation Email

Context: Prep email improves demo quality Why Test This: Better prepared = better conversion

Framework:

Subject: Your [Product] demo - [Date/Time] confirmed

Hi [Name],

Looking forward to our call on [Date] at [Time].

To make best use of your time, 2 quick questions:

1. What's the #1 challenge [Product] needs to solve for you?
2. Who else should join from your team?

Agenda (20 mins):
→ 5 min: Learn about your situation
→ 10 min: Show relevant solutions
→ 5 min: Questions

Can't make it? [Reschedule link]

[Your Name]

P.S. [Link to case study] might be good prep

Test Variables:

• Prep questions: 2 vs. 3 vs. form
• Agenda sharing: Yes vs. no
• Resources: Include vs. omit
• Reminder timing: Day before vs. hour before

33. Discovery Call Structure

Context: Qualification prevents wasted demos Why Test This: Better qualification = higher close rates

Framework:

OPENING (2 min):
"Before showing anything, let me make sure we're a fit. Cool if I ask a few questions?"

QUALIFICATION (5 min):
1. "Walk me through your current [process]"
2. "What's working? What's frustrating?"
3. "What happens if this doesn't get solved?"
4. "What have you tried?"
5. "What makes this a priority now?"

DEMO (10 min):
Show ONLY relevant features.
"Remember when you said [pain]? Here's how we solve that..."

CLOSE (3 min):
"Does this address your needs?"
"Questions?"
"What are next steps on your end?"

NEXT STEPS:
Book follow-up or send proposal.

Test Variables:

• Time allocation: Shorter discovery vs. longer
• Demo customization: Tailored vs. standard
• Question order: Logical vs. impact-based
• Next step ask: Assumptive vs. question