# The Demo Agenda That Actually Moves Deals.

The demo isn't where you win the deal. It's where you find out if you already lost it.

## Most demos run the wrong agenda

- The wrong demo: a full feature tour every time, discovery re-asked instead of confirmed, ends on "any questions?"
- The right demo: ten minutes on their stated problem, discovery confirmed not repeated, ends with a named next step and date.

## The agenda: four blocks, in order, every time

- Recap & Confirm (5 min): restate what discovery surfaced, get explicit agreement before touching the screen.
- Show the 20%, Not the 100% (10 min): the two or three capabilities that map directly to what they said mattered.
- Let Them Drive One Moment (10 min): hand over the mouse, or ask them to describe how their team would use it.
- Surface the Objection Before They Do (10 min): name the concern you already know is coming.
- Close: end with a named next step and a date on the calendar, not "any questions?"

## Frequently asked questions

### How long should a demo actually run?

Thirty to thirty-five minutes for the agenda itself, with time held back for questions.

### What if the prospect wants to see everything the product does?

Acknowledge it and offer a follow-up resource for the rest. Keep the live call focused on the two or three things that map to their stated problem.

### What if discovery wasn't done well before the demo?

The recap-and-confirm block will expose that immediately. Treat a vague or corrected recap as a signal to slow down and re-qualify.