I guess its obvious now but when I demo'ed/try-to-sale my software projects I would spend 15 min showing "the guy" all the features.. INSTEAD of listing and teasing-out the ONE requirement/problem the guy had and THEN spending 15 min showing him how the software will fix he's one big problem.
This is the art of the demo. If you don’t have 1-3 big problems that you’re about to show the customer how you’ll solve, you’re just shouting into the void.
If customers won’t tell me what problems they’re trying to solve, I adopt a very monotonous cadence and tone and repeatedly say, “I can keep going through standard features, but this would be a lot more useful for both of us if you could tell me a bit more about your needs.”
I’m in sales, and sometimes I get so excited about a particular technology that I forget this rule too. Can’t imagine how hard it would be for someone who actually built the dang thing!
