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  • Writer's pictureBoban Nišavić

Our New Leader to Follow on LinkedIn - Chris Orlob on his F.A.V.O.R.I.T.E. Acronym

Updated: Apr 17, 2023

"8 elements of insanely persuasive SaaS sales demos:

Follow the F.A.V.O.R.I.T.E. acronym:

F - Frame the pain.

Before every 'feature' you demo, establish the pain it solves. Don't 'just' do this at the beginning of your demo, but state the pain statement before each feature.

"Earlier, you shared you were struggling with..."

A - Ask a question

After framing the pain, ask a pain-oriented question to further establish what the feature will solve:

'How are you handling that issue today?' is a good one to follow pain statements with.

V - Visualize the outcome.

Before clicking around, establish the value of the feature by getting your customer to visualize it:

'Imagine ramping your reps twice as fast by letting new reps binge watch demo recordings. That's exactly what I'm about to show you...'

O - Orient them to the screen.

Value established? Great. Spend a few seconds making sure your buyer knows wtf they're looking at on the screen share. Get them up to speed on what they're seeing.

R - Reveal the workflow.

Here's where you do your 'demo' of the feature in the classic sense. Show them the workflow the feature enables, and how it solves the pain.

I - Implant the value.

Notice something? You 'surround' your feature demo with value. You both 'start' and 'end' the feature demonstration with it. After you show the workflow, state the value statement:

"As a result, you'll ramp your new reps at twice the speed..."

T - Tell a story.

People remember stories and forget clickpaths. After you show your feature and establish its value, tell a success story of how another customer is winning with it.

E - Elicit a response.

You're just about done. Now ask a 'post feature' question to get them talking. Here's a good one to try:

'How does that compare to how you're solving this issue today?'

We used this framework to the write the demo scripts that closed $100,000,000 worth of SaaS.

Want the cheat sheet? Grab it here: "

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