Developing a Sales Demo

Have you ever sat through a poor product demo by a sales rep? We all have. Sales demos are a great time to connect with prospects at the one-to-one level and the demo process is critical.
Here are a few thoughts on developing a sales demo and process:

• The sales rep’s goal is to build trust and understanding with the prospect
• The sales rep should tell a story and articulate product benefits using features as evidence
• The demo should be scripted in advance but mastered so that the sales rep can deliver it without notes
• There’s no substitute for passion, and the best sales reps are passionate about their product while still being great listeners
• Sales reps should ask for a next step at the end of the demo

Demos are an integral part of the B2B sales process and should be scripted and constantly refined.
What else? What other thoughts do you have about developing a sales demo?