The Demo Paradox
You've heard it a thousand times: talk less, listen more. But in demos, that advice can backfire.
A discovery call at 55% talk ratio is a problem — you're not listening. But a demo at 35% talk ratio is also a problem — you're not presenting.
The key isn't hitting a magic number. It's knowing when to present and when to pause.
Call Type Awareness
AI coaching adapts expectations based on what kind of call you're on:
| Call Type | Expected Talk Ratio | Primary Focus |
|---|---|---|
| Discovery | 30-40% | Question quality, listening |
| Demo | 50-65% | Clarity, objection handling |
| Negotiation | 40-50% | Concern resolution |
| Close | 40-50% | Commitment secured |
A demo at 55% talk ratio isn't a problem — it's expected. But that doesn't mean you can ignore the signals.
What AI Catches in Demos
Communication Signals
Empathy: medium
Interruptions: few
Jargon: excessive ⚠️
Confidence: high
The jargon flag is critical. In demos, it's easy to slip into product-speak. "Our proprietary AI leverages NLP to surface actionable insights" sounds impressive to you. To the prospect, it sounds like noise.
The Moments That Matter
[14:32] Improvement - Conversion
Prospect said "that's interesting" but rep continued presenting
Try: "When you say 'interesting' — is that something you'd use, or just nice to know?"
"That's interesting" is a buying signal wrapped in politeness. Most reps hear validation and keep going. Top performers hear an opening and probe.
The Jargon Trap
Every industry has its language. The problem is when that language creates distance instead of connection.
Before (jargon-heavy):
"Our platform leverages AI-powered conversation intelligence to deliver real-time coaching insights through our proprietary analysis engine."
After (outcome-focused):
"After every call, you'll see exactly what you did well and what to change — with specific examples you can use immediately."
Same capability. One creates confusion, the other creates clarity.
Process Check: When AI coaching flags "Jargon: excessive," it's signaling that your prospect may be nodding along without actually understanding.
Reading Buying Signals in Demos
The best demo moments are often the ones you almost miss:
- "That's exactly what we've been looking for" — Stop presenting. Start closing.
- "Can you go back to that slide?" — They're interested. Ask why.
- "How does pricing work?" — They're evaluating. Don't deflect.
- "We'd need to get IT involved" — Decision process just revealed itself.
AI coaching timestamps these moments so you can review them. More importantly, it shows you when you caught them — and when you didn't.
The Pattern to Watch
Across thousands of demo calls, one pattern predicts conversion better than any other:
Did the rep acknowledge buying signals?
Not catch them. Acknowledge them. Out loud. To the prospect.
When someone mentions budget approval, timeline pressure, or competitive evaluation, the worst thing you can do is nod and continue your deck.
Improvement recommendation:
Area: Conversion Issue: Missed buying signal when budget was mentioned Try saying: "That's great to hear! When are you looking to have a solution in place?"
Make Your Next Demo Count
- Match your talk ratio to the call type — 55% is fine for demos, not for discovery
- Translate features into outcomes — No one buys proprietary AI. They buy results.
- Stop when you hear interest — "That's interesting" is an invitation, not a compliment
- Acknowledge signals out loud — Let the prospect know you heard them
Your product isn't the problem. The disconnect between what you're presenting and what they're hearing might be.
Upload a demo recording and see what signals you're missing.