{"id":44571,"date":"2026-03-11T21:40:02","date_gmt":"2026-03-11T21:40:02","guid":{"rendered":"https:\/\/greatdemo.com\/?p=44571"},"modified":"2026-03-11T21:40:02","modified_gmt":"2026-03-11T21:40:02","slug":"more-questions-more-successful-demos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/more-questions-more-successful-demos\/","title":{"rendered":"More Questions, More Successful Demos!"},"content":{"rendered":"

“The power to question is the basis of all human progress.”<\/p>\n

\u2013 Indira Gandhi<\/p>\n

 <\/p>\n

Gong\u2019s estudiar<\/a> of tens of thousands of demos found that successful demos enjoyed 28% m\u00e1s <\/em>questions compared to average performers.<\/p>\n

That\u2019s right: More questions are better, mucho<\/em> \u00a1Mejor!<\/p>\n

In my personal experience, 28% more questions is low: That\u2019s just the starting point!<\/p>\n

But how do you stimulate prospect queries?<\/p>\n

First, by not pre-answering<\/em> questions (also known as \u201cpremature elaboration!\u201d). How many times have we heard a rep say, \u201cHere\u2019s a question we always hear\u2026\u201d and then immediately provide the answer? If you expect to hear the question, then let your prospect ask it<\/em>! Periodic summaries and pauses provide opportunities for your prospect to engage.<\/p>\n

A second method that encourages a productive conversation is by not over-answering! Provide s\u00f3lo<\/em> enough information to address the question. Leave room for follow-up and gently test for it: \u201cIs that answer sufficient or would you like to go deeper?\u201d<\/p>\n

\u201cPeeling the Onion\u201d (\u201cPeeling Back the Layers\u201d in Great Demo! methodology) is designed to facilitate questions. Your objective is to reveal the answers in as much depth as your individual prospect players have interest.<\/p>\n

After all, what happens if you peel an onion too far? You cry!<\/p>\n

Consider: Most executives only want the 30,000-foot (9114-meter) view; middle managers typically want to go a bit deeper; staffers want the workflow details; and system administrators desire a different set of specifics. If you answer questions at the wrong level or go too deep, you may be driving usted mismo<\/em> into the weeds.<\/p>\n

And, as we have all experienced, starting a demo by saying, \u201cPlease stop me if you have any questions \u2013 we want this to be interactive\u2026\u201d will no <\/em>drive questions by itself! Nor does asking, \u201cAny questions so far\u2026?\u201d over and over.<\/p>\n

Qu\u00e9 hace<\/em> drive interactivity?<\/p>\n