Methodology Basics

How Discovery on the Fly Results in Buying It Back  “What do you think of this feature?” inquired the rep. “Sorry, don’t need it…”

“What they don’t see won’t hurt you!” There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can

If you’ve ever heard these objections, you were probably Buying It Back: “We don’t want the Cadillac; we just need a Chevy!” “It’s way

“We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the demo, you showed us a lot

Today we finish our Goldilocks story with the second half of “just right!” Delivering demos should be perceived as a “team sport” when two

Yesterday’s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy “just right!”   Salespeople have a specific

Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little

Of course, you are familiar with Open and Closed Probes… What’s an example of an Open Probe? (THAT’s one!) And do you use Closed

In an earlier post I noted that newspaper editors could trim articles to fit the available space by cutting stories from the bottom upwards.

“Can it export to ___?” asks the prospect. “Absolutely! We support seven different types of export formats, including ___, ___, ___, ___, and especially