{"id":36687,"date":"2025-01-22T17:05:53","date_gmt":"2025-01-22T17:05:53","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36687"},"modified":"2025-01-22T17:05:53","modified_gmt":"2025-01-22T17:05:53","slug":"contar-mostrar-contar-riesgos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/tell-show-tell-risks\/","title":{"rendered":"\"Riesgos de \"Tell Show Tell"},"content":{"rendered":"

A muchas personas que trabajan en ventas y preventa se les ha ense\u00f1ado a \"contar, mostrar, contar\" cuando hacen demostraciones de su software. Es un buen m\u00e9todo, pero hay que tener en cuenta algunos riesgos importantes.<\/p>\n

Es un buen consejo de comunicaci\u00f3n, en general, y fue originado por Arist\u00f3teles hace m\u00e1s de 2300 a\u00f1os como \"Diles lo que vas a decirles, d\u00edselo y luego diles lo que acabas de decirles\". Es una buena t\u00e1ctica para ayudar a la gente a recordar tus puntos clave.<\/p>\n

Cuando el descubrimiento ha confirmado la necesidad y el inter\u00e9s por las capacidades de tu software, es una pr\u00e1ctica estupenda, y yo la recomiendo.<\/p>\n

Pero a menudo presupone demasiado. Supone que su cliente potencial quiere, necesita o se preocupa por la capacidad que usted presenta con Tell Show Tell.<\/p>\n

Cuando se haya descubierto no<\/em> descubierto o confirmado la necesidad o el inter\u00e9s, Tell Show Tell te pone en riesgo de:<\/p>\n

    \n
  1. Buying It Back, cuando su cliente potencial no quiere pagar por funciones que no va a utilizar.<\/li>\n
  2. Mostrar y exagerar las caracter\u00edsticas, haciendo que su cliente potencial perciba su oferta como confusa, compleja y complicada.<\/li>\n<\/ol>\n

    Y ambas cosas ocurren con demasiada frecuencia.<\/p>\n

    Por \u00faltimo, y esto es un reto para todos<\/em> formaci\u00f3n metodol\u00f3gica, son muy pocos los que realmente recuerde<\/em> aplicar el enfoque, volviendo a sus viejos h\u00e1bitos de \"Oh, este<\/em> es una funci\u00f3n muy chula...\" sin ninguna introducci\u00f3n ni resumen.<\/p>\n

    Mi recomendaci\u00f3n es que centre sus demostraciones en presentar las Capacidades Espec\u00edficas descubiertas en conversaciones de descubrimiento bien ejecutadas.<\/p>\n

    Puede aprender a descubrir Capacidades Espec\u00edficas en Descubrimiento<\/em> y c\u00f3mo demostrarlos de forma clara y n\u00edtida en GREAT DEMO!<\/em><\/p>\n

    Descubrimiento<\/p>\n

    https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

    Gran demostraci\u00f3n Tercera edici\u00f3n:<\/p>\n

    https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

    A muchas personas que trabajan en ventas y preventa se les ha ense\u00f1ado a \"contar, mostrar, contar\" cuando hacen demostraciones de su software. Es un buen enfoque, pero es necesario<\/p>","protected":false},"author":2,"featured_media":36688,"comment_status":"closed","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-36687","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\/36687","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=36687"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36687\/revisions"}],"predecessor-version":[{"id":36689,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36687\/revisions\/36689"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36688"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36687"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36687"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36687"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}