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“Here’s the Truth?”
When someone starts a sentence with the phrase, “Here’s the truth,” I’m immediately skeptical!
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“Customer Fill In” – A Truly Terrific Demo Tip!
This tip will change your demos BIG time… Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to
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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process
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An End of the Quarter Dialog
This same conversation occurs hundreds of times, all around the world every year! “A man who carries a cat by the tail learns something he can
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‘Twas the Night Before the Big Demo
With New Stanzas! (and apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature
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An Advent Calendar for SKOs? Sure!
“A story a day,” says a colleague… What an intriguing idea! A CRO colleague sent me a message that he is buying copies of
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Demo No No: “I’m not listening…!”
In a demo, clicking or changing screens while the prospect is talking indicates “I’m not listening…!” Just saw this and realized how rude
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The Reverse Demo: A Fabulous Discovery Method!
“Before I demo to you, why don’t you demo to me?” If you are looking to displace an existing system (either a competitor or
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How to AVOID Discovery Feeling Like an Interrogation
“A conversation is a dialogue, not a monologue.” – Truman Capote Discovery should be perceived by your prospects as a two-way conversation, where both parties
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Cooks, Chefs, Discovery and Demos
Are You a Cook or a Chef? Insights into Personal Growth With respect to doing discovery and delivering demos, are you a cook or
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