How to Run a Disco-Demo Call in 2024

Prospects hate jumping through hoops to see a demo.

They are tired of lengthy discovery processes.

It’s 2024 - delivering a good buyer experience is crucial as a sales rep.

The old stigma “no demo before a proper discovery!” is long gone.

Today I want to give you an effective way to give prospects what they want (the demo) while getting what you want in return (the discovery).

1. Use Disco Demos For Faster Qualification

A Disco Demo is when you run discovery and demo in 1 call.

Now mind you: this is NOT supposed to be the final product demo.

It’s just a small teaser. Enough to buy some patience from your prospect and ask some qualification or discovery questions.

Here are some of the benefits of Disco Demos:

1. You give something back to the prospect in exchange for their time.

2. You gain permission to ask deeper discovery questions.

3. You have higher chances of setting the next steps

4. You can validate your product fit much faster.

5. You deliver a great buyer experience.

6. You hone your own demo skills.

7. You trigger more interest.

2. No Feature F***ing

Most sales leaders would tell you not to do this.

Their argument: “How will you know that to show to the prospect?”

The point of a Disco Demo is not to do feature f***ing - quite the opposite.

The point of a Disco Demo is value selling.

Here’s how:

1. Select 6 key product features (your prospect can't digest more)

2. For each feature run this framework:

   a) Highlight a business problem the feature solves

   b) Briefly demo how the feature solves it

   c) Quantify the business impact

   d) Ask a GAP question

3. Sell The Value

Here’s why this approach is great for you and the prospect:

a) Answers the question: why are we speaking today?

Buyers don’t buy without pain. The Disco Demo helps you validate that the prospect actually has a painful business problem you can solve.

b) Gets the prospect what they want

I’m always a fan of transparency. Be open about what your product can and cannot do. Stay brief and simple in what you show. Complexity without added value is a net negative every time.

c) Builds a business case early

We are in a recession. CFO’s won’t spend a dime without seeing the ROI. The Disco Demo helps you show the financial impact of your solution. Cost of inaction creates urgency.

d) Creates FOMO.

Once the prospect sees the GAP between their painful present (how they work today) and a better future (YOU) they will feel compelled to act.