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Sales demo agenda template (30 minutes)

Demos fail when they happen before discovery does. Showing your product first means you are solving for what you built, not what they need. Discovery and pricing in the conversation first—before the demo—means these 30 minutes land on the real problem instead of the feature list.

Topic Minutes Running total
Agenda and goals Name what you will cover and ask what problem they most want solved. Confirm time limits. 3 3
Discovery Ask what they are trying to do and where they get stuck. Listen for the specific problem, not a broad category. 7 10
Demo Show only what matters to their problem. Save Q&A for after you have shown it all. 12 22
Pricing and next steps Name the cost and when they might start. Ask what they need to decide and confirm who else needs to see it. 6 28
Close Summarise what you heard and confirm the next step and the date. 2 30

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Using BriefMe, create a 30-minute sales demo: a 3-minute agenda and goals setting, 7 minutes of discovery, 12 minutes of demo, 6 minutes on pricing and next steps, and a 2-minute close.

Questions

How long should a sales demo be?
Thirty minutes is the standard and most demos run to time. Ten minutes in and you should have moved past agenda-setting and asked what problem they need solved. If you have not discovered their need in ten minutes, you have talked too much.
Why spend seven minutes on discovery when they want to see the demo?
Because a demo that ignores their specific problem wastes everyone's time. Seven minutes to understand what they need is a small investment that keeps your twelve-minute demo focused and makes close easier.
What if they ask me to skip discovery and show the product?
Ask them where they are stuck. A good demo answers their specific question and demonstrates relevant features. If they will not say the problem, they are probably not ready to buy.

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