--- title: Stop Giving Demos. Make Sales Calls Instead. | The Sales Blog description: here is a reason no one wants to see your demo. It’s boring. It’s a monologue. It’s an agenda that doesn’t include your client and their needs. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_570808450.jpg --- ### [Now booking SKO meetings for 2026/27! 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Make Sales Calls Instead. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) August 31, 2017 There is a reason no one wants to see your demo. It’s boring. It’s a monologue. It’s an agenda that doesn’t include your client and their needs. - **Where you start**: If you start with what you believe to be most important, you are making that decision based on what you believe to be true. Even if you have enough data points to believe you know where to start based on what other people wanted, you are still making an assumption that may or may not be true. If you want to know where to start, ask. - **Every presentation can be a conversation**: No one wants your monologue. No one wants to watch you walk them through your talk track from start to finish. That part where you ask a question is tactical, especially since it is part of your script. It has to be part of the script because, without real engagement, you are talking to yourself. Even if your prospect politely replies. - **Isn’t that cool?** Yes, it’s really cool. It’s whiz bang awesome. What is someone supposed to say when you ask that question? [Steve could pull that off](http://thesalesblog.com/2015/04/27/you-are-not-steve-jobs/) because his stuff was sexy enough to command that response without a prompt. Yours, however, may not be. ## You are in Sales. You have to follow the rules. - **Start here:** “”Look, our software is a lot like other offerings you’ve seen. We have a few things that are radically different, and it’s why our clients prefer us over the other things they’ve tried. Rather than drag you through a demo, would it be okay if we just talked about what you are trying to do, where and how you wish things were better, and we’ll use the screen to show you how we’d address those things for you? Would that work?” - **Continue**: “What’s important to you, and what would you like to talk about while we’re together?” Hand the steering wheel to your prospective client. Let them drive. Let them determine what they want to talk about, how much they want to see while you navigate. Work to understand their needs, and show them how you might address their challenges and meet their needs. The more you are talking, the more poorly the sales call is going for you. Stop giving demos. Make sales call instead. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2017](https://www.thesalesblog.com/blog/tag/2017) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 31, 2017 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:33:50 PM", "datePublished" : "2017-08-31 21:18:39", "description" : "here is a reason no one wants to see your demo. It’s boring. It’s a monologue. It’s an agenda that doesn’t include your client and their needs.", "headline" : "Stop Giving Demos. 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