\u201cAny questions so far?\u201d \u201cNope, we\u2019re good\u2026\u201d<\/p>\n
Existen three parts<\/a> to this level:<\/p>\n Let\u2019s start with number 3!<\/p>\n Vendor reps operating at skills Levels 1-5 all suffer from a high risk of vendor monologues. These reps are eager to pack as much info into their demos as time allows, which reduces or eliminates the possibility of prospect questions or feedback.<\/p>\n A classic indicator of monologue delivery is the following frequently repeated exchange:<\/p>\n \"\u00bfAlguna pregunta hasta ahora?\"<\/p>\n \u201cNope, we\u2019re good.\u201d<\/p>\n \u201cPeeling Back the Layers\u201d in Great Demo! methodology is all about encouraging a productive, bidirectional conversation to take place. Prospects that actively participate in the demo, through inquiry and commentary, are mucho<\/em> more engaged and are mucho<\/em> more likely to retain the key ideas presented, particularly if it was their questions that drove the discussion!<\/p>\n Bien, ahora que estamos fomentando activamente las preguntas, volvamos a c\u00f3mo gestionar el flujo.<\/p>\n Achieving the number 1 above is a dynamic process of determining, \u201cIs this something I need to answer now, or should it be deferred until later?\u201d The use of a questions Parking Lot is an indicator of gesti\u00f3n eficaz de las preguntas<\/a>. (See Chapter 8 in the Third Edition of GREAT DEMO!<\/em><\/a> for details on this process.)<\/p>\n Far too many demos are diverted in the first few minutes by prospect questions that drag the presenter into the weeds. Innumerable prospect executives have left demo meetings early because of lengthy, detailed explanations by vendor reps thrashing further into the underbrush!<\/p>\n I\u2019d be an extremely rich person, monetarily, if I had a dollar for every time a vendor provided protracted paragraphs of answers to questions that only needed a crisp \u201cYes\u201d response! (Please take up a collection for me.)<\/p>\n Number 2 above is exploring the por qu\u00e9<\/em> behind prospect questions. Is the question being asked in earnest vs a \u201cI\u2019m just curious?\u201d Is it a \u201clandmine\u201d planted by a competitor? Does it represent the need for a \u201cKO\u201d capability vs a less important \u201cnice to have\u201d feature?<\/p>\n \u00bfCu\u00e1ntas veces hemos o\u00eddo a un cliente potencial preguntar: \"\u00bfPuede su software hacer X?\" y el vendedor responde \"\u00a1Por supuesto! D\u00e9jeme que le muestre c\u00f3mo funciona...\" o \"No, pero tenemos una soluci\u00f3n... aqu\u00ed se la mostrar\u00e9...\" sin ninguna pregunta rec\u00edproca?<\/p>\n In both cases, the vendor missed an important opportunity to seek clarification:<\/p>\n \"\u00bfQu\u00e9 importancia tiene esto para ti?\"<\/p>\n \"\u00bfQu\u00e9 motiv\u00f3 su pregunta?\"<\/p>\n \"\u00bfQu\u00e9 necesita conseguir con este tipo de capacidad?\".<\/p>\n \"\u00bfCon qu\u00e9 frecuencia se utilizar\u00eda?\"<\/p>\n Prospect responses to these questions can make or break a demo. Skilled question management can keep you out of the weeds, enable you to identify and categorize prospect needs and wants, and address competitive threats while simultaneously encouraging the conversation.<\/p>\n The Level 6 practitioner manages and investigates prospect questions thoughtfully!<\/p>\n Medida(s) para alcanzar el nivel 6:<\/p>\n Pros:<\/p>\n Contras:<\/p>\n Nota: B+<\/p>\n <\/p>\n Want a bit more? See \u201cThe Elegant Art of Managing Questions and Time\u201d<\/p>\n https:\/\/greatdemo.com\/the-elegant-art-of-managing-questions-and-time\/<\/a><\/p>\n And see this for more on Informal Success Stories:<\/p>\n https:\/\/greatdemo.com\/fabulous-fuel-for-sales-presales-and-customer-success-the-incredible-utility-of-informal-success-stories\/<\/a><\/p>\n <\/p>\n For the full methodologies, see:<\/p>\n Gran demostraci\u00f3n Tercera edici\u00f3n:<\/p>\n https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n Hacer descubrimientos:<\/p>\n\n
\n
\n
\n