The 7 Elements of

HIGHLY PERSUASIVE We analyzed almost 70,000

recorded sales demos with AI

SALES DEMOS and uncovered the following

patterns and trends.

1. Best Time to Schedule 45

Highest No-Show Rates Lowest No-Show Rates

Prospects are far more likely to show up if you

No Show Rate
30

schedule the call between 3pm and 5pm and book a 15

30 minute slot instead of 60. 0

8am 9am 10am 11am 12pm 1pm 2pm 3pm 4pm 5pm 6pm

2. Right Topic, Right Time

Topic 1
Demo’s should match what was discussed in Topic 1
Topic 3 Topics Topics
Topic 2
discovery, with the first point being what you covered covered
in discovery Topic 3 on demo
discussed most in-depth during discovery, followed Topic 2

by the next, etc.

3. Structure Your Call Salesperson

Contextual Overview Upside Down Demonstration Q&A The Wrap Up

Successful reps approach

their demos with a plan and
predefined structure in mind.
Prospect

4. Say Less, Close More The Winning Talk/Listen Ratio

Contrary to discovery calls, where the winning Top Reps Talk 46% 54% Listen

“talk-to-listen ratio” is 46:54, the winning talk-to- Average Reps Talk 68% 32% Listen

listen ratio for a successful demo call is 65:35. Bottom Reps Talk 72% 28% Listen

5. The 9 Minute Rule Spend Single Digit Minutes (9 or Less) Presenting

Our brains have a built-in stopwatch. Break your

sales presentation into 9-minute chapters, 9.1 11.4
minutes minutes
including transitions with other speakers, opening presenting presenting

the conversation, or sharing a different medium. Intro Meetings That Intro Meetings That
Lead to a Closed Deal Lead to a Lost Deal

6. Save Pricing for the End Successful Demos

Unsuccessful Demos
Pricing Discussions

Successful sellers save pricing discussions for

the end of the call, after they've already
established value.
0 Min Call Duration 38-46 Min 60 Min

7. Don’t Forget Next Steps 0

% of Call Spent Discussing next Steps
3 6 9

Successful reps spend 12.7% more time (four Successful

Demos Marketing
Influenced
minutes) scheduling next steps than their
Unsuccessful
unsuccessful peers. Demos

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