How Sales Reps Can Handle a Prospect Who Keeps Asking for More Demos

Episode notes

In episode 95 of Sales Leadership with Fexingo, Lucas and Luna tackle a frustrating sales scenario: the prospect who keeps requesting additional demos, dragging out the sales cycle without a clear path to close. Lucas breaks down the psychology behind repeated demo requests - often a sign of decision paralysis or hidden objections - and offers a specific framework called the 'Demo Convergence' method. He explains how to set clear demo boundaries upfront, use a discovery call to map decision criteria, and pivot to a trial or proof-of-concept when necessary. Luna shares a real example from her own experience where a prospect requested three demos before finally admitting they were comparing against an incumbent vendor. The episode also covers how to handle the 'committee demo' request and how to regain control without damaging the relationship. Practical, actionable advice for sales reps and sales leaders alike.

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