In my career, I’ve been through thousands of product demos on both sides; presenter and prospect. I’ve experienced a potential client share my enthusiasm for a product solution creating the “demo high”, and I’ve also sat through those awkward moments where the people around the table are non-reactive. All too often, despite executing the same sales process, the outcome of both scenarios can lead to the post-demo black hole. You know what I’m talking about - when the opportunity goes completely silent leaving you to question, "What happened?"
So why do some opportunities follow your process exactly while others take a different path?