---
tags: Week 8, H3, M12
---
# Set the agenda
:::info
ℹ️ You're in Step 1 of a demo call: The intro
:::

🤔 What's the first thing you do as soon as you jump on the call?

Definitely not demo'ing your product :) This is a recipe for disaster.

The beginning of your sales demo should be very similar to your discovery call. Let's refresh our minds.

Spend the first 5 minutes of the call aligning on an agenda. You should cover:

- The meeting’s purpose
- The prospect's agenda and expectations
- Your agenda and expectations
- The amount of time set aside for the meeting
- The meeting’s intended outcome

Here's an example:

> You: “The purpose of this conversation, Mr/Ms. Prospect, is for me to go deeper into your business needs and showcase how are product can help solve them. We will go deeper into the product features and I will showcase those that make most sense for you. When this call ends, you should have all the information you need to decide whether you’re interested in taking the next step. If you are, we’ll plan that next step together, and if you’re not, you’ll tell me straight up so we don’t waste anyone’s time. Is that fair?"

> Prospect: "Absolutely!

> You: "Great - I’m certain that we can achieve this in 30 minutes, which is what I’ve set aside. Are there any hard stops on your end?"

> Prospect: "30 minutes sounds great"

> You: "Sounds good! Let’s begin.”

{%youtube jjJAUE6bgjU %}

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