How do I tailor a demo live to what the buyer actually cares about?

Your demo is solid. What you want now is harder: to read the person in front of you and bend the demo toward what they care about, on the spot. That takes attention more than scripting, and attention is a skill you can grow. The fact that you feel the gap means you already know the canned version is not enough. Tailoring live starts before the demo, with questions. Ask what they are trying to fix and what a win looks like for them, then actually listen. When you know their one real pain, you can lead with the part of the product that answers it and let the rest wait. A demo that speaks to their problem beats a complete tour of features every time. Next demo, open with two honest questions and hold back from launching into your usual flow. Let their answers decide where you go first. It will feel less controlled and more alive. That discomfort is the sign you are moving from performing a demo to having a conversation, which is where deals are actually won.