- Introduction
- 1. Introduction
- 2. My Story
- Part I First Principles of SaaS Demos That Sell
- 1. Catalyze a Decision
- 2. Flip Your Demo Upside Down
- 3. Solve Exactly
- 4. Pain Relief and Loss Aversion
- Part II Winning Demos Start with These Discovery Techniques
- 1. Cause Analysis- How to Align Your Demo With Pain
- 2. How to Align Your Demo with Their Perceptions
- Part III The 'Macro' Structure of Winning Demos
- 1. Overview of the S.A.F.E.T.Y. Structure
- 2. Start with Pre-Call Planning
- 3. Align on the Decision
- 4. Frame the Problem
- 5. Establish the Big Picture
- 6. Take Them On a Journey
- 7. Yield and Pivot
- Part IV The 'Micro' Structure of Winning Demos (FAVORITE)
- 1. The FAVORITE Framework
- 2. Frame the Pain
- 3. Ask the Right Question
- 4. Visualize the Outcome
- 5. Orient Your Buyer to the Screen
- 6. Reveal the Workflow
- 7. Implant the Value
- 8. Tell a Story
- 9. Elicit a Response
- Part V How to 'Restructure' for Different Demo Scenarios
- 1. How to Run 'Mini Demos' and 'Demoscovery'
- 2. Exec Demos
- Conclusion and Next Steps
- Conclusion and next steps