{"id":44267,"date":"2026-03-09T13:00:02","date_gmt":"2026-03-09T13:00:02","guid":{"rendered":"https:\/\/greatdemo.com\/?p=44267"},"modified":"2026-03-16T10:57:07","modified_gmt":"2026-03-16T10:57:07","slug":"the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3\/","title":{"rendered":"The Menu Approach – A Truly Terrific Demo Self-Rescue Technique"},"content":{"rendered":"

No dejar nunca de aprender Art\u00edculo<\/h4>\n

\u00bfHas estado alguna vez en una situaci\u00f3n en la que:<\/span><\/p>\n

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  1. You find yourself in front of an audience you know nothing of their needs or interests \u2013 and they\u2019ve been promised a demo?<\/span><\/li>\n<\/ol>\n
      \n
    1. You are asked to join a web session, right now, and the salesperson says, \u201cThey asked to see a demo\u2026\u201d (and again, you have zero information about the prospect)?<\/span><\/li>\n<\/ol>\n
        \n
      1. Someone walks up to you at a trade-show booth and says, \u201cWhat do you guys do?\u201d or \u201cShow me a demo?\u201d<\/span><\/li>\n<\/ol>\n

        If so, let me introduce you to a delightful self-rescue technique for situations like these: It\u2019s called The Menu Approach!\u00a0<\/span><\/p>\n

        It is a logical, simple, and surprisingly effective method for dealing with situations where you don\u2019t know much about your audience and your audience doesn\u2019t know much about you.<\/span><\/p>\n

         <\/p>\n

        \u00bfTienes hambre?<\/b><\/p>\n

        Imagine joining colleagues at a nice restaurant that you\u2019ve never been to before.\u00a0<\/span><\/p>\n

        You sit down and a few moments later a waiter appears and asks, \u201cWhat would you like?\u201d<\/span><\/p>\n

        You have no idea what they offer, so you respond, \u201cWhat do you have?\u201d\u00a0<\/span><\/p>\n

        The waiter says, \u201cWell, we have lots of choices: appetizers, main dishes, side dishes, drinks, and desserts.\u201d The waiter repeats his question, \u201cWhat would you like?\u201d<\/span><\/p>\n

        You are both making no progress and it is very frustrating!\u00a0<\/span><\/p>\n

        This is the same situation as in demos where neither party has a clear idea of the other\u2019s desires or capabilities. The result, in many cases, is a stunningly awful Harbor Tour.<\/span><\/p>\n

        Want a much better solution? Use a <\/span>men\u00fa<\/span><\/i>! A menu presents a high-level listing of the range of offerings.<\/span><\/p>\n

        In our restaurant scenario, the waiter says, \u201cHere, let me get you a menu\u2026\u201d\u00a0<\/span><\/p>\n

        The menu provides a rapid way for the diner to assess what is possible, what sounds good, and what items to consider.<\/span><\/p>\n

        In demos, we can apply the same principle! Simple, elegant, and highly effective.<\/span><\/p>\n

         <\/p>\n

        The Menu Approach \u2013 An Example!<\/b><\/p>\n

        Back to situation \u201c1\u201d above\u2026\u00a0<\/span><\/p>\n

        You\u2019ve been asked to present a demo to a prospect team of a dozen people, about which you know very little. Instead of taking the prospect on a painful and boring Harbor Tour demo, you start by presenting a list of topics that you believe may be of interest.\u00a0<\/span><\/p>\n

        For a CRM system, a typical list of \u201cmenu items\u201d might look like:<\/span><\/p>\n