Should you show your solution in the first call? Why the answer isn’t always “no”

In SaaS sales, the default response to the question of whether you should show your product during the first call is often a firm “no.” The standard sales process—discovery first, demo later—exists for a reason.

But here’s something to consider: reducing friction is key to helping your prospects make a buying decision faster. Simplifying the buying process is just as important as following your steps.

Reevaluating the Sales Process

Your sales process is meant to boost efficiency, but it should never be a roadblock. Especially when it comes to C-level executives, who usually have a clear agenda: they want to see the product right away. The truth is, they don’t have time for multiple steps just to get to the demo.

Why Flexibility is Key

C-level executives are often balancing multiple priorities and evaluating several solutions at once. They don’t want to sit through a long, drawn-out process. In these situations, being too rigid with your process could lose you the deal. Flexibility is essential to meet their needs while still guiding them through the decision-making process.

How to Implement Flexibility

To engage effectively with time-constrained decision-makers, try this approach:

1. Quick Discovery (5 minutes): Begin the conversation with 2-3 targeted questions that quickly identify the prospect’s main challenges. This allows you to tailor the rest of the call and focus on solving their immediate pain points
   

2. Teaser Demo: Instead of a full demo, provide a high-level demo that focuses on 2-3 key features directly addressing their concerns. This will pique their interest without overwhelming them with too much detail.
   

3. Transparent Pricing Overview: Be upfront about your pricing structure. Provide a general range or explain the pricing tiers based on the client’s requirements. Transparency around pricing helps set clear expectations early in the conversation.

The Bottom Line

Being flexible doesn’t mean abandoning your sales process entirely. Instead, it means finding the balance between your process and your prospect’s needs. By keeping your discovery phase short, offering a teaser demo, and being transparent about pricing, you can keep the sales conversation moving forward and increase your chances of closing the deal.

Pro Tip

This flexible approach is ideal when the prospect is a qualified buyer who is pushing to see the product and get pricing upfront. If time allows, following your standard sales process is still the best way to thoroughly qualify the prospect and ensure you’re addressing their deeper nee