The Perfect Sales Demo Script: How to Stop 'Feature Dumping' in 2025

The prospect agreed to a demo. They are interested. You share your screen.

And then, you commit the deadliest sin in B2B sales: The Harbor Tour.

You start on the left side of the screen, clicking every tab, explaining every button, and showing every setting. By minute 15, the prospect is checking their email. By minute 30, they are "overwhelmed."

You didn't do a demo; you did a training session.

In 2025, buyers have short attention spans. They don't want to see how it works; they want to see that it solves their pain.

Here is how to structure the perfect sales demo using the Tell-Show-Tell framework.

Key takeaways

• The "Upside Down" Demo. Don't save the best for last. Show the "Killer Feature" (the solution to their biggest pain) in the first 5 minutes.
• Map Features to Pain. If a feature doesn't solve a problem you uncovered in Discovery, do not show it. Period.
• Stop the Monologue. If you talk for more than 2 minutes without asking a check-in question, you are losing them.

Table of contents

• The Trap: Feature Dumping vs. Value Selling
• The "Upside Down" Demo Structure
• The "Tell-Show-Tell" Script Framework
• The Script: From Boring to Compelling
• How Nomi keeps you honest

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The Trap: Feature Dumping vs. Value Selling

Feature Dumping is when you show what the product does. Value Selling is when you show what the product solves.

Before you click "Share Screen," look at your notes from the SPIN Selling phase. What were the top 3 "Implied Needs"?

• If they didn't mention "Reporting," do not show the Analytics tab.
• If they didn't mention "Integrations," do not show the API settings.

Customize the demo path. A generic demo is a failed demo.

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The "Upside Down" Demo Structure

Traditional demos build up to a climax. Modern demos start with the climax.

1. The "Wow" Moment (0-5 mins): Show the exact screen that solves their #1 pain point.
2. The Workflow (5-20 mins): Show the 2-3 steps required to get to that result.
3. The Wrap Up (20-30 mins): Discuss the Mutual Action Plan and next steps.

Why? Because executive decision-makers often leave the call after 15 minutes. If you save the ROI for the end, they will miss it.

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The "Tell-Show-Tell" Script Framework

To stop rambling, use this 3-step loop for every feature you show.

1. Tell (Context)

Remind them of the pain they admitted to earlier.

"You mentioned earlier that your team spends 4 hours a week manually copying data, right?"

2. Show (Proof)

Show the feature briefly. Keep the mouse moving.

"Watch this. I click 'Sync' here, and in 3 seconds, all that data populates automatically."

3. Tell (Impact)

Explain the business result.

"That just saved you the 4 hours we talked about. This is how you get your team back on the phones."

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The Script: From Boring to Compelling

Here is how to rewrite your talk track.

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How Nomi keeps you honest

Nomi does not do the demo for you. You are the pilot; you fly the plane.

But even the best pilots need a Co-Pilot to warn them when they are flying too low. During a demo, Nomi runs in the background to prevent bad habits:

1. Monologue Alert: If you speak for more than 2 minutes without a pause, Nomi flashes a subtle alert: "Pause. Ask a check-in question."
2. Pain Point Recall: Nomi displays the "Pain Points" detected during your previous Discovery call on the side of your screen. It’s a constant reminder: "Don't forget to mention the API issue they have."
3. Question Detection: If the prospect asks technical questions ("Does this support SSO?"), Nomi instantly surfaces the correct answer card so you don't have to say "I'll get back to you on that."

It helps you stay focused on the prospect, not just the product.

Run flawless demos with Nomi.

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References

• Gartner: Trends in the 2025 Software Buyer Journey
• Gartner: 61% of B2B Buyers Prefer a Rep-Free Buying Experience
• Salesforce: State of Sales Report
• Gartner: Ignition Guide to Mapping the B2B Customer Buying Journey