I also heard the CEO of SAP (I think) talk about a sales call he made while he was a JR sales rep at Xerox. It was also pure salesmanship but the end of the story was that he closed the deal without the woman who owned the company even turning on the copier or typewriters.
So, I think the thread that ties these two pitches together (one that was all demo and the other that was zero demo) is probably that the salesman got the decision-maker to trust him.
I have given similar demos. You first explain what you are going to do. Before the demo, they go all go into "no, it is impossible. I have been in this business for 20 years. Blah blah." You demo it, and once in a while, they get it, their jaws drop and they appreciate it. But mostly, it is a suspicious disbelief, followed by adversarial challenges where they insist you disclose everything under the covers right then and there.
I have even heard this: If this was possible, why hasn't IBM done it?
I also heard the CEO of SAP (I think) talk about a sales call he made while he was a JR sales rep at Xerox. It was also pure salesmanship but the end of the story was that he closed the deal without the woman who owned the company even turning on the copier or typewriters.
So, I think the thread that ties these two pitches together (one that was all demo and the other that was zero demo) is probably that the salesman got the decision-maker to trust him.