Silence the Inner Critic and Sell Demo Skeptics exercise can help you match objections in the present. Your audience for a SaaS product, if delivered at the right time, will be packed with people with different stakes in your success. (Blog on How to Demo to Everyone here) We can teach you to demo inclusively and to prepare your decks and scripts to deliver the most value for the audience, but if you have a noisy inner critic, you wonâ€™t be able to win over the inevitable skeptics in the room.Â
We have prepared an exercise to Silence the Inner Critic before your next demo.
Your Mood, Your Demo
With the world as it is, for those reading this lightyears ahead, we are around 20 days from the US Election during the COVID 19 Pandemic, it is really easy to let your mood effect your demos and your working life. Many have relocated to home offices, sales metrics have changed, and many aspects of life are in flux, however, one thing that really does not help, is inner criticism. Your mood is communicated through body language, prosody, and those two elements are 70% of communication. Silence the inner critic to get your mood regulated and deliver the best demo ever.
Silence the Inner Critic and Sell Demo Skeptics
This exercise is derived from Positive Psychology and we recommend using it several days prior to important presentations or demos, or as often as you like! If you need assistance applying exercises or making yourself do them, that is what we are here for! Click here for coaching
Prep and Set Up! Give yourself Space for Silencing: Go to a quiet place when you are not hungry, angry, tired, or considering your sales goals. Think when you are basically in a place of homeostasis.
Consider a time when you blamed yourself OR others for a deal going south. Perhaps you took the blame and felt that you could not perform or that something else is conspiring against you.
What were the exact words you were telling yourself and narrative you described to yourself?
What is your inner critic telling you about yourself and others? Write them down.
Evaluate the risks in the situation, what were the risks to you? What was the worst that could have happened? Were these risks in your mind or were they realized in potential money, did they involve your ego, what were you most worried about in the situation? What about the other people, did this situation put others at risk, were you worried about members of your team? Repercussions from your family? Repercussions from a boss?
Evaluate the Inner Critic Response
Look back at the risks and consider how the inner critics response kept you safe. When you look at the risks to others, this language and self talk keeps you safe in what way? Is this in some way a benefit to others in the conversation? Does your inner critic motivate you to protect the interests of others?
Now that you realize and wrote down the benefit of the inner critic and the role it plays, write a letter outlining the role of the inner critic. Thank the inner critic, you can give it a name, Bob, Thank you Bob for xyz. Acknowledge that Bob is a part of you and let Bob know you will always listen but will not necessarily move forward on Bobâ€™s recommendation or be obedient to his advice. You know he has your best interests in mind, but that you will wait for the most clear information without judging a situation based on past inner critic experiences or risks realized.
Give Bob a mental hug, and move on!
Silence the Critic and Win the Skeptic
If you have a handle on how you process risk prior to your presentation, your inner critic will not be the one raising objections to your deals, your skeptics will. This is as it should be. If you are stuck in your head and arenâ€™t present, you will not be able to handle skeptics objections, objectively. There are always going to be risks in presenting. A bad presentation is inevitable, and if you are reading this, chances are you have a few under your belt. We are here to help. Need help on your demos or presentations? Course here, and coaching here.