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Peter Cohan on How to Get the End Result in a Software Demo

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Samuel Clemens Jun 10, 2020 8:15:00 AM
Peter Cohan on How to Get the End Result in a Software Demo

On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous demo the salesperson should instead “do the last thing first” and show the end result.

"As customers, we take a look at the end result right up front. And we make a very rapid decision: does this look interesting? Does this look like it will solve my problems?" ~ Peter Cohan

His analogy is to a prospect choosing a recipe in a cookbook: show them a photo of the delicious meal before you make them sit through the cooking instructions.

But how do you show the final “delicious meal” for your complex software product?