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{"id":2160,"date":"2020-01-27T01:00:00","date_gmt":"2020-01-27T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2160"},"modified":"2020-01-27T01:00:00","modified_gmt":"2020-01-27T06:00:00","slug":"what-not-to-say-in-a-demo","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/what-not-to-say-in-a-demo\/","title":{"rendered":"#93 What not to Say in a Demo"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2160\" class=\"elementor elementor-2160\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1a1e9c22 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1a1e9c22\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5527a23d\" data-id=\"5527a23d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4c3b95da elementor-widget elementor-widget-spacer\" data-id=\"4c3b95da\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-35b8c0b7 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"35b8c0b7\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#93 What not to Say in a Demo<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d16dea6 elementor-widget elementor-widget-html\" data-id=\"4d16dea6\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-493e4de elementor-widget elementor-widget-spacer\" data-id=\"493e4de\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1a45c8f elementor-widget elementor-widget-image\" data-id=\"1a45c8f\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-1024x683.png\" class=\"attachment-large size-large wp-image-2161\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/01\/93-What-not-to-Say-in-a-Demo-2048x1365.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-47b59eb2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"47b59eb2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-65742511\" data-id=\"65742511\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-311389e4 elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"311389e4\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-124aec10 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"124aec10\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d878355\" data-id=\"d878355\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3be7fc98 elementor-widget elementor-widget-spacer\" data-id=\"3be7fc98\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5c4b1a0e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5c4b1a0e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3b0e65ba\" data-id=\"3b0e65ba\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-30be82a7 elementor-widget elementor-widget-html\" data-id=\"30be82a7\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/12893243\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e9e9e8\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4d30c27a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4d30c27a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-64648e7e\" data-id=\"64648e7e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-72249747 elementor-widget elementor-widget-spacer\" data-id=\"72249747\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f075cef elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f075cef\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-633c7a0\" data-id=\"633c7a0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-431efe7 elementor-widget elementor-widget-video\" data-id=\"431efe7\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/NxH6dKylt0g&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c0c0aad elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3c0c0aad\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b7ecfaa\" data-id=\"b7ecfaa\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-634301e5 elementor-widget elementor-widget-text-editor\" data-id=\"634301e5\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale.\u00a0 Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you\u2019re demoing.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-691ebbfc elementor-widget elementor-widget-text-editor\" data-id=\"691ebbfc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-size: 29px;\">In this show we will discuss:<\/span><\/p><p><span style=\"font-weight: 400;\">What Not To Say During Demos<\/span><\/p><ol><li style=\"list-style-type: none;\"><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cGreat Question\u201d after <\/span><i><span style=\"font-weight: 400;\">every <\/span><\/i><span style=\"font-weight: 400;\">question.<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Mix it up, save \u201cgreat question\u201d for the <\/span><i><span style=\"font-weight: 400;\">truly <\/span><\/i><span style=\"font-weight: 400;\">great questions.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Consider other phrases like:<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cThat\u2019s something I hadn\u2019t thought about before,\u201d<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cI\u2019m so happy you asked that question,\u201d<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Rephrase their question to show your understanding and clear up any misconceptions.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cAs I said\u2026\u201d or \u201cObviously\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t piss off your customer.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It\u2019s not their job to understand what you\u2019re saying as much as it is your job to explain things in a way they understand.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">If you think things are obvious, obvious to who?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Leave your sass at the door.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cI don\u2019t know what that button does.\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t be caught off guard if your audience asks you a question about something on the screen (even if it isn\u2019t directly related to the topic of conversation).<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Always have a cursory knowledge of everything that can be seen on the screen &#8211; just in case.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You may lose credibility if you show your lack of knowledge about your own tool.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Your audience may not know anything about your tool, simple answers will satisfy their question in most cases.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cI don\u2019t want to go into much detail about this,\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t discount audience questions.\u00a0 If they ask something, you should answer it.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">If the meeting is going over time or the question warrants another whole discussion, consider offering a brief response right away and a follow up discussion to discuss the rest &#8211; BUT BEWARE of inadvertently extending the sales cycle.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Use an \u201cAccordion\u201d style to your demo schedule to accommodate for a dynamic agenda and\/or conversations likely to go over-time.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cThe Competitor Doesn\u2019t Do This\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">SaaS as an industry moves fast.\u00a0 Maybe your competitor couldn\u2019t do it yesterday, but maybe they now can, or soon will.\u00a0 How up to date is your competitive intel, how confident are you in it?\u00a0<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Growing number of smaller competitors with niche offerings that likely compete with portions of your product portfolio.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Lots of companies have very similar functionality.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t get embarrassed by bad data\/assumptions.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t be seen as having to rely on bashing the competition, know your value prop and sell it.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Set subtle traps in your prospect\u2019s mind about the competition by highlighting and emphasizing value that you can provide that you know are competitive advantages.\u00a0 Make them want to ask your competitors about what you\u2019re showing since you know that you\u2019re showing is best.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Sometimes it\u2019s best not to mention competitors at all, don\u2019t ask don\u2019t tell.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cThis feature is amazing\/so cool!\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You may be biased, think about who things are cool to.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Careful to not <\/span><span style=\"font-weight: 400;\">over-hype<\/span><span style=\"font-weight: 400;\"> things to have them possibly fall flat.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">If initiated by the customer (them showing excitement over something you\u2019ve shown, it\u2019s much more appropriate to acknowledge their excitement and build on it by showing them things that you know they\u2019ll finder cooler and cooler.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cIt\u2019s easy.\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You\u2019re in your solution all the time, of course it\u2019s easy for you, what about your audience though?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You want them to acknowledge how easy things are; don\u2019t tell them, show them so they can tell you.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">If you\u2019re talking to someone who is a bit more combative, they won\u2019t like to be told if things are easy are not, let them decide themselves.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cI don\u2019t know if you can see this.\u201d<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You\u2019re demoing to your audience, you have to make sure that they can see your screen.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Confirm with them that they can comfortably see specific things on your screen.<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Do you need to zoom in?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Can they see the right screen? The right presentation? The right interface?<\/span><\/li><\/ol><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cDon\u2019t hurt people, no biting and don\u2019t rip people\u2019s shirts.\u201d &#8211; Ramzi\u2019s son.<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t be adversarial on demos.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Not everyone is going to like your product, that\u2019s okay, don\u2019t take it personally.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">People who are emotional about your product my reveal valuable nuggets of information about either their pains, their relationship with your company or other things.\u00a0\u00a0<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Keep a cool head and it will pay off.<\/span><\/li><\/ol><\/li><\/ol><\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-35a7e750 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"35a7e750\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-45f563a2\" data-id=\"45f563a2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-67f76160 elementor-widget elementor-widget-text-editor\" data-id=\"67f76160\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Some more links from the show:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1b156ee6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1b156ee6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2243a517\" data-id=\"2243a517\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2a9694a6 elementor-widget elementor-widget-html\" data-id=\"2a9694a6\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/youtu.be\/bSA0SpaN0RY\"target=\"_blank\">Youtube - What not to say in a demo with Brian Geery <\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-60385c1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"60385c1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-489035a6\" data-id=\"489035a6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5d681821 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"5d681821\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6981 post type-post status-publish format-standard hentry category-4-1-1-newsletter tag-3-ways-to-lose-your-customers-trust tag-assuming-about-customers tag-building-trust-with-customers tag-customers-trust tag-customers-trust-in-sales tag-customers-trust-in-sales-engineers tag-earning-the-customers-trust tag-how-sales-engineers-can-lose-their-customers-trust tag-how-to-regain-customer-trust tag-presales tag-ramzi-marjaba tag-responsiveness-to-customers tag-sales tag-sales-engineer tag-sales-engineer-credibility tag-sales-engineering tag-sales-engineering-skills tag-sales-engineers tag-solution-engineering tag-technical-sales tag-we-the-sales-engineers tag-we-the-ses tag-working-with-customers entry\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/4-1-1-building-trust-is-hard-losing-it-is-easy\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t4\/1\/1 Building Trust is Hard, Losing it is Easy\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4db92474 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4db92474\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2e045ab7\" data-id=\"2e045ab7\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e7ba206 elementor-widget elementor-widget-shortcode\" data-id=\"e7ba206\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-769a43c7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"769a43c7\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7b222145\" data-id=\"7b222145\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4a639e9e elementor-widget elementor-widget-html\" data-id=\"4a639e9e\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b8bde0d elementor-widget elementor-widget-text-editor\" data-id=\"3b8bde0d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-60041084 elementor-widget elementor-widget-html\" data-id=\"60041084\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5afed245 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5afed245\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6d46b88d\" data-id=\"6d46b88d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale.  Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you\u2019re 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