When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
Discovery Questioning Skills – Doctors vs. Lawyers Read More »
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
What If Your Demo Meeting Ends Early? Give That Time Back…! Read More »
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time is valuable…” This is courteous, but positions the vendor beneath the customer, in terms of relative importance.
“Thank You for Your Time…” Alternative Read More »
How do you suspend disbelief?
Podcast Recording: A Perfect Demo Environment Read More »
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog…
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