Discover how probing questions transform a standard software walkthrough into a mission-critical solution for a holiday rental business.

In this episode of the Bookster podcast, hosts Simon and Robin are joined by Account Manager Jonny to pull back the curtain on the demo: a pivotal moment in the holiday rental software journey.

Moving beyond simple feature walkthroughs, the team discusses how demonstrations serve as a mission-critical bridge between a prospect’s problems and a software’s solutions.

Key Insights from the Episode:

- The Evolution of the Demo: Jonny shares his transition from "feature-focused" presentations to a process centred on "ethical sales" and solving specific pain points.

- Probing for Solutions: Learn why asking "What’s made you book a demo now?" is more effective than standard questioning for uncovering hidden business challenges.

- Mission-Critical Trust: Robin explains why demos are essential for software that handles the day-to-day running of a business, as they build the rapport and confidence that a pre-recorded video simply cannot.

- Qualifying for Success: The team discusses why they occasionally turn clients away or refer them to agencies if the software isn't a perfect fit, ensuring long-term satisfaction over short-term gains.

- Handling the "No-Show": A candid look at the "bane" of the sales job (the 20-30% of prospects who go radio silent) and why the team prioritises low barriers to entry.

Whether you are a property owner looking to fill your calendar for the 2026 season or a SaaS professional looking to refine your sales funnel, this conversation offers practical advice on using demos to drive genuine business growth.

• www.booksterhq.com/request-demo