DEMO PLAYBOOK · 7 pages  ·  Print: ⌘ P → Save as PDF → US Letter / no margins / background graphics ON
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 1 of 7
The 5 rules & rhythm

How to run a great demo.

The best demos don't start with the product — they start with the prospect. Ask questions for the first 10 minutes, listen for the words they use, then show only the 3 features that match what they confirmed matters. This playbook keeps the rhythm tight so every demo lands. Print it. Open it on your second screen during the call.

1
Don't show the product first.
Ask questions for the first 10 minutes (pages 3–4). The prospect tells you what to demo. Without that, you're guessing — and a guessed demo loses every time.
2
Listen for the words they use. Then repeat them back.
If they say "tab hell," you say "let me show you something about tab hell." If they say "I lose track of commissions," anchor every demo step to that phrase. Their words, not yours.
3
Show 3 things, not 30.
Not the whole product. The 3 features that match the pain they confirmed. Anything else dilutes the moment. A focused demo of 3 features beats a tour of 30.
4
Check in every 5 minutes.
Ask "does this look like it'd help your workflow?" Silence = you lost them. Pause, ask what's not landing, redirect. A demo monologue is a closed deal walking out the door.
5
End with a specific next step.
Never "let me know what you think" — that's a deal in limbo. Always: "I'll send a starter account by 5pm — try it on your next booking, then we'll talk Friday at 2." Send the calendar invite while still on the call.

The 40-minute rhythm

Open
Use the scripts on page 2. Identity check, one-liner, set the agenda.
2 min
Discover
Ask questions from pages 3–4. Listen. Take notes on the words they use.
10 min
Tailor
Pick a path from page 5. Show 3 features tied to what they said hurts.
13 min
Wow
Drop 1–2 must-show moments from page 6. The "oh wow" beats.
5 min
Handle
Their questions / objections. Use page 7 responses.
5 min
Close
Specific next step from page 7. Send the calendar invite live.
5 min
Total demo 40 min — leave 5 min buffer.
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 2 of 7
Opening scripts

The first 60 seconds — your opener.

How you open sets the entire call. Use these scripts. Don't wing it. The goal of the opening is simple: confirm names, position Yaalago in one sentence, set the agenda, ask permission to ask questions. Then transition into discovery (page 3).

01 · Identity check + permission to ask questions
Thanks for making the time. Quick check — you're [name] at [agency], and you're the [role]? Great. Before I show you anything, mind if I ask a few questions about how your agency works? That way the next 30 minutes are about what matters to you, not what I think matters.
Why it works: confirms identity, sets the expectation that you'll ask first and demo second, gets explicit permission. No apology, no oversell. The "mind if I ask?" framing makes them want to say yes.
02 · The Yaalago one-liner — pick the version that matches them
  • Default"Yaalago is the CRM built specifically for travel agencies. One platform replaces the 15 tabs you usually have open."
  • Sabre/Amadeus shop"Yaalago is a CRM purpose-built for travel agents who live inside a GDS. Native Sabre, native Amadeus, with AI on top."
  • Host agency"Yaalago gives every IC the same workflow without losing your brand control. Built for hosts."
  • Points / award shop"First CRM that treats award bookings as first-class — same tools you'd expect for revenue tickets, but for points."
  • Solo agent / small shop"Yaalago is the CRM that doesn't just store your work — it does it for you. Built by working travel agents."
Tip: match the version to whatever they wrote in the calendar invite or LinkedIn. If unclear, use the default — never use more than one.
03 · Set the agenda
Here's how I'd love to spend our 40 minutes. First 10: I ask you about your agency — how you book, what's working, what's not. Next 15: I show you 3 things specifically tailored to what you tell me. Last 10: your questions, then we figure out a next step. Does that work for you?
Why it works: time-bounded, predictable, asks for buy-in. When they say "yes," they've committed to the structure — making them more engaged through the discovery phase. End with the question, then wait for the yes.
04 · Tone & energy
  • Agent-to-agent, not seller-to-prospect. Lean on Yaalago being built by working travel agents.
  • Pauses are powerful. After each question, count to three before filling silence.
  • Mirror their language. They say "tab hell" → you say "tab hell." Their words, not yours.
  • First name 2–3× during the call. Never start an answer with "Yes, but…"
05 · Don't say in the opening
  • "Are you familiar with Yaalago?" Wastes 60 sec. Just position it.
  • "I really appreciate you taking the time." Sounds weak. Skip it.
  • "Let me jump right into the demo." Defeats the entire playbook.
  • "We're free to start." Save freemium for the close, not the open.
  • "We have a lot to cover." Puts the prospect on defense.
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 3 of 7
Discovery — Q1 to Q5

10 questions that earn the demo.

These feel like normal conversation — that's intentional. Ask them in order, the way you'd ask a friend who runs an agency. Listen more than you talk. Take notes on the words they use — those become the words you use back during the demo.

01
"Talk to me about your business — how's everything going?"
Why: Open with a story, not a quiz. They'll tell you the agency size, what they focus on, and where the stress is — all in 60 seconds. You don't even have to ask the next questions to get half the answers.
Listen for: their first sentence. Whatever they lead with is what's top of mind. Note it down — you'll come back to it.
02
"What does the agency mostly book — leisure, corporate, points, groups, or a mix?"
Why: Quick segmenter. This single answer steers you toward the right demo path on page 5 — without being a survey question.
Listen for: their primary stream. That's the one to demo. If they say "a mix," ask which one is growing fastest.
03
"What platforms are you using day-to-day?"
Why: Open invitation to list every tool. They'll name 5–10. Every tool they name is a tab they have open — and a candidate Yaalago can replace.
Listen for: GDS (Sabre / Amadeus / both), CRM, Excel, email tools, accounting software, anything custom. Don't react to any of them yet — just note them.
04
"How do you typically put a proposal together right now?"
Why: Workflow question. Lets them walk through it without you putting words in their mouth. Most agents describe a 30-to-60-minute process they don't love.
Listen for: copy-paste from email, hand-typed pricing, screenshots dropped in Word, "we have a template-ish thing." That's your AI Proposal Builder demo brief.
05
"How are you keeping track of clients today — passports, FFNs, all that stuff?"
Why: Soft entry into the database pain. They'll describe whatever it is — and almost no one says "great." You don't have to dig; they'll volunteer the mess.
Listen for: "spreadsheets," "it's a mess," "we keep meaning to clean it up," "honestly, I don't know what we have." That's permission to demo client database + AI Passport OCR.
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 4 of 7
Discovery — Q6 to Q10

Discovery, continued.

Q6–8 pivot from setup to "what's working / what isn't" — the pain question, framed as their preference instead of an interrogation. Q9–10 flip to vision. By Q10 the prospect has named both what's broken and what they wish would change. You still haven't shown a screen.

06
"What's working really well right now?"
Why: Positive question. Lets them brag for a minute. You're not just digging for pain — you're learning what NOT to step on. Whatever they love, leave alone in the demo.
Listen for: what they'd never give up. Note it. Make sure your demo doesn't threaten that part — that's how deals die.
07
"What's not working as well as you'd like?"
Why: The pain question, framed as their own preference instead of an indictment. They'll volunteer 2–3 frustrations and rank them for you, in order, without you pushing.
Listen for: time complaints ("hours of typing"), money complaints ("we lose track of commissions"), tool fights ("they don't talk to each other"). The first thing they say is the priority.
08
"What does your day look like when things go sideways with a booking?"
Why: Story question — gets real moments out, not abstractions. Wait through the silence after you ask it. Don't fill it. Their story IS your demo brief.
Listen for: confirmation chaos, segment errors, void-window misses, last-minute client fire drills. Specifics you can reference later.
09
"If you could wave a magic wand and fix one thing about your tools, what would it be?"
Why: Vision question — light, fun, no pressure. Whatever they say is the angle that closes the deal. Note their exact phrase and use it in the demo. "You said you wished X — here's X."
Listen for: a wish that maps to a Yaalago feature. That's your first wow moment to show. If their answer doesn't map, ask "what else?" and try again.
10
"Where are you taking the business next — more clients, more agents, more points trips?"
Why: Future-facing close. Sets up the demo as a "fits where you're going" pitch instead of a "fixes what's broken" pitch. Growth-oriented owners light up here.
Listen for: hiring plans, volume targets, new segments (corporate, points, groups). Match the closing next-step to whatever they said about growth.
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 5 of 7
Tailored demo paths

Show what they told you hurts.

Pick the path that matches discovery. Don't show all six — pick one (occasionally two) and demo 3 features tied to it. The closer their pain is to the path, the more the demo lands.

The Sabre / Amadeus shop Most demos go here
Signal: Q3 listed Sabre or Amadeus (or both); Q8 mentioned a segment or PNR fire drill.
Show 3: Convert PAX (paste a passenger list → GDS-ready code) · AI Confirmation Import (paste any PNR → full booking) · Long Sell from a client profile (passport + FFN already there).
"Same paste. Sabre or Amadeus output. Native both."
The drowning solo agent High emotion
Signal: Q3 listed 8+ tools; Q7 mentioned overwhelm or "tools that don't talk"; Q9's magic-wand answer was about doing less manual work.
Show 3: AI Proposal Builder (paste anything → branded proposal in 10 sec) · AI Passport OCR (snap a passport → CRM filled in) · 36-hour auto-reminder.
"Yaalago doesn't replace your workflow. It does it for you."
The growing-agency owner Numbers driven
Signal: Q4 described a slow proposal flow; Q7 mentioned commissions or money visibility; Q10 mentioned hiring or scaling up.
Show 3: Commissions tracker (expected vs. received per booking) · P&L per trip · Branded checkout (proposal → paid, no separate invoice).
"See which trips actually pay. Stop chasing what you've already earned."
The host agency / multi-IC shop Brand control
Signal: Q1 or Q10 mentioned ICs / multiple advisors; Q7 named "consistency across the team" or brand control.
Show 3: Permissions (Admin / Agent / View-only) · Branded checkout for every IC · Centralized commission tracking across the host.
"Every IC, your workflow. Your brand. New advisors onboard in a day."
The points-and-miles agency Niche, high-value
Signal: Q2 named points / award as a primary stream; Q3 mentioned transfer partners or Amex/Chase tools.
Show 3: Points Vault — Just Released (every loyalty account, login, transfer partner) · Profile-to-GDS for award PNRs · Loyalty number tracking on segments.
"First CRM that treats award bookings as first-class — not as an afterthought."
The skeptic / "seen it all" Trust first
Signal: Crossed-arms energy, "we tried something like this," polite but not engaged.
Show 3: Built-by-agents origin (skip the slick — talk like one of them) · Weekly ship rate (new updates almost every week) · Freemium (use it free, no time limit).
"Built by working travel agents. Free to start. Cancel us if it doesn't earn its place."
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 6 of 7
5 wow moments

5 wow moments. Show at least 2.

If discovery is light or the prospect is non-committal, default to these. Each is universally jaw-dropping. Demo with their actual data when possible — the moment a real Kayak link they paste turns into a real proposal, you've won.

1
AI Proposal Builder
Paste any source — PDF, email, GDS quote, Kayak screenshot — get a branded proposal in 10 seconds.
Say while clicking: "Pick any vendor confirmation off your desktop. Drop it in. Watch what happens." Pause. Let the parse run. Don't narrate the loading bar.
Pause here → the moment the branded proposal renders. Ask: "How long does this normally take you?"
2
Convert PAX
Paste a passenger list → Sabre or Amadeus code, instantly. Hours of typing → seconds of paste.
Say while clicking: "Give me 5 names — first, last, age. Anything." Type them in. Hit convert. Don't explain the format options yet — just show output.
Pause here → when the GDS code appears. Ask: "How long would this take you in your current workflow?"
3
Void Window catcher
Booking from 3 weeks ago. Fare dropped. Yaalago surfaces it before the void window closes — savings captured.
Say while clicking: "Here's a real booking. The fare dropped $180 last Tuesday — Yaalago saw it. The void window closes in 2 days. Your client just got $180 back without ever asking."
Pause here → let the dollar amount sink in. Ask: "How many of these do you think you've left on the table?"
4
36-hour auto-reminder
Right email, right client, 36 hours before takeoff — automatically. You stop being the human alarm clock.
Say while clicking: "This client is flying Tuesday. Yaalago sends them a check-in reminder Sunday night — without you. While you're at dinner. While you're with family." Show the email preview.
Pause here → ask: "How often do you do this manually right now?"
5
Branded checkout
Send proposal. Client pays through it. No separate invoice. No follow-up. No chasing.
Say while clicking: "Same proposal you saw a minute ago — here's the client view. Payment lives inside it. Stripe, USAePay, whichever your shop uses. They click pay. You're done."
Pause here → ask: "What does your invoice-to-payment cycle look like today?"
YG
Yaalago
Demo Playbook · 1:1 prospect demos
Page 7 of 7
Objections & close

Handle the pushback. Then close.

Eight common objections + a one-line response each. Don't argue — agree, then redirect. End the demo with a specific next step before the call ends. Send the calendar invite live, while they're still on the line.

We have a CRM already.
Don't argue. Ask: "What part do you love? What part do you wish was different?" Then demo the part they wish was different.
It's too much change for my team.
Don't migrate. Run parallel. "Use Yaalago alongside what you have for 30 days. Free, no time limit. If it doesn't earn its place, walk away."
How much?
Lead with freemium. "Start free, no time limit. Generous use level. You upgrade only when you outgrow it. We don't put a 14-day clock on you."
What about Sabre / Amadeus integration?
Native, both. "Want me to demo it now? Paste a PNR or a passenger list — your choice." Live demo right then.
AI scares me. Not reliable enough for client-facing.
AI drafts. You review. "Same as having a junior agent prep the proposal. Nothing goes to the client without your eyes on it. You're always in control."
Security? Where does our data live?
Bank-grade infrastructure. "PCI-compliant payments via Stripe and USAePay. Encrypted at rest and in transit. Same backbone running half the SaaS you already use."
We don't book enough volume to justify it.
Then start free. "The free tier handles a real working agency. Pay nothing until you outgrow it. There's literally no reason not to start today."
Sounds great, but I need to think about it.
Move to action mode. "Totally fair. Here's a starter account — try it on one booking this week. We'll talk Friday. I'll send the invite right now." Send live.

Close — pick one specific next step before the call ends

Never end with "let me know what you think." That's a deal in limbo. Always end with something concrete and dated.
  • If "I love it" → Starter account by 5pm + Friday 2pm follow-up call. Send invite live.
  • If "I'm interested but not the decision-maker" → Schedule a meeting with the DM this week, on the call.
  • If "send me more info" → 1-pager + brochure to their inbox before they hang up. Wednesday follow-up.
  • If "maybe in Q3" → Starter account NOW, free. "Use it until then — you'll already be onboarded by Q3."
  • If "hard pass" → "What would have to be true for it to be a fit later?" Listen. That's your re-engagement trigger.
  • Always end with → calendar invite sent during the call. So they see it land while still on the line.
Things NOT to say at close: "let me know what you think" · "no pressure" · "whenever you're ready" · "here's a free trial" (it's not a trial — it's freemium, no time limit).