The Anti-Feature Dump Framework
Please! Stop feature dumping!
Generic product tours are one of the fastest ways to kill your close rate. The best reps don’t “demo the product” they demo the solution to the customer’s specific problem. This framework helps your team do just that.
First off - a mindset switch. Let’s stop calling it a “demo” at all. This is part of the problem.
Lets call it “Proof of Value”. (Stolen from a friend thanks Michelle!)
We don’t need to demonstrate the product. We need to prove that we can provide value against the pain points our customers have. Not to give them a 45 minute product walkthrough that makes them fall asleep.
The 3 Rules of Anti-Feature-Dump Demos
1. No Discovery = No Proof of Value
If you haven’t uncovered real pain, don’t pitch.
Every great demo starts with deep discovery. Full stop.
2. No Tailoring = No Screen Share
Map the customer’s problems to specific solutions.
Use their language, their goals, their use case.
3. No Pain = No Pitch
Don’t show features just because they exist.
Only show what solves a problem they’ve already expressed.
Proof of Value Structure Cheat Sheet
Common Signs You’re reps are Feature Dumping
- They are running the same demo for every buyer.
- They are showing features before they’ve uncovered pain.
- They demo features that have zero connection to the buyers needs
- They are getting to the end of your demo… and still haven’t heard “that’s exactly what we need.”
Want to Scale This Mindset?
Auditory helps reps automatically turn discovery insights into tailored demo plans no extra effort required.
See how it works in real deals.