Very nice information. What I do is ask/confirm their top 3 pains and then tell and show them how my solution's features will solve them. What works for me as visual support material is a simple PowerPoint / pdf slide with two columns filled with check squares: one column for "Your situation now" and the other with "Your situation with (Solution)". After I let them know about the problem-solving features I will ask them if they want to see how do they work. Not before😉
You are right! Great video. I loved the point about products being all the same in the minds of the customers. I have seen much more effort go into tearing holes in competitors and building up features you perceive as your unique strengths than effort invested in listening to what the customer actually needs. Another point you made about how fast features change is a great one. People sometimes try to tear holes in competitors OLD products by attacking a weakness that has now been patched. Verify before you mention a weakness.
I would like to pass your video / service on to others. More people should see your video because the overall concept of what you are conveying, goes well beyond 'just' demos.
