Ese es el tiempo medio entre \"cambios de interlocutor\" en las demostraciones de m\u00e1s \u00e9xito (seg\u00fan un estudio de Gong sobre miles de demostraciones de software hace unos a\u00f1os; los \"cambios de interlocutor\" tienen lugar cuando el cliente potencial y el vendedor entablan una conversaci\u00f3n).<\/p>\n
76 segundos: s\u00f3lo un minuto y cuarto.<\/p>\n
\u00bfCu\u00e1nto duran 76 segundos? Es aproximadamente el tiempo que se tarda en calentar una taza de agua, caf\u00e9 o t\u00e9 en un microondas peque\u00f1o. Es lo que se tarda en recorrer 1 milla a ~47 mph; o 1 km a ~47 km\/h.<\/p>\n
Y lo que es m\u00e1s importante, 76 segundos es (de media) el tiempo que deber\u00edas hablar en una demostraci\u00f3n antes de buscar una respuesta, un comentario o una pregunta de tu cliente potencial. Ese es el momento ideal.<\/p>\n
As\u00ed que, si obtiene una reacci\u00f3n verbal de su cliente potencial tras un minuto de presentaci\u00f3n, \u00a1es estupendo! Dos minutos est\u00e1 bien. Tres minutos est\u00e1 bien. Pero si hablas durante cuatro, seis, ocho minutos o m\u00e1s sin que el prospecto responda, est\u00e1s en peligro.<\/p>\n
En las demostraciones tradicionales, los tiempos de cambio de orador son de 4 a 8 minutos o m\u00e1s. \u00bfCu\u00e1l es el resultado? Cuando los vendedores preguntan: \"\u00bfAlguna pregunta hasta ahora?\", el resultado es: \"No, estamos bien...\" o el sonido de grillos en una sala vac\u00eda.<\/p>\n
Las demostraciones de mayor \u00e9xito son conversaciones<\/em>!<\/p>","protected":false},"excerpt":{"rendered":" Ese es el tiempo medio entre \"cambios de altavoz\" en las demostraciones de m\u00e1s \u00e9xito (seg\u00fan un estudio de Gong sobre miles de demostraciones de software de hace unos a\u00f1os).<\/p>","protected":false},"author":2,"featured_media":34832,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[7],"class_list":["post-34831","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34831","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=34831"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34831\/revisions"}],"predecessor-version":[{"id":34834,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34831\/revisions\/34834"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/34832"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=34831"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=34831"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=34831"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}