\u201cWe\u2019re gonna need a big discount\u2026\u201d declared the prospect.<\/p>\n
\u201cWhat? Why?\u201d reacted the salesperson, clearly surprised.<\/p>\n
\u201cIn the demo, you showed us a lot of stuff we\u2019ll never use, and we don\u2019t want to pay for capabilities that we won\u2019t use, so either remove those capabilities or cut the price.\u201d stated the prospect.<\/p>\n
\u201cBut they represent more value\u2026!\u201d the salesperson replied.<\/p>\n
\u201cNot for us.\u201d was the prospect\u2019s response, \u201cI\u2019d say we\u2019ll use about thirty percent of what you showed in the demo, so we\u2019ll expect a seventy percent discount.\u201d<\/p>\n
The salesperson\u2019s jaw worked wordlessly, and then said, \u201cI\u2019ll see what I can do\u2026\u201d<\/p>\n
The deal did close, and the prospect did enjoy a substantial discount.<\/p>\n
Frighteningly, the original meeting was scheduled for two hours but was trimmed to ninety minutes due to another commitment by the prospect. I wonder what the discount would have been if we had used the full two hours!<\/p>\n
I remember this story very well, because I was part of the vendor team. In fact, I was the one who presented the demo!<\/p>\n
This unforced discounting is known as \u201cBuying It Back\u201d and it is counterintuitive for most people.<\/p>\n
After all, the value of your software increases with the number of capabilities included, right?\u00a0 Nope \u2013 the value of your software is based on the prospect\u2019s perceptions of what they\u2019ll use and the nature of the solution it delivers.<\/p>\n
En una demostraci\u00f3n, cuantas m\u00e1s capacidades muestre que su cliente potencial no necesita, m\u00e1s se arriesga a que se lo vuelvan a comprar.<\/p>","protected":false},"excerpt":{"rendered":"
\u201cWe\u2019re gonna need a big discount\u2026\u201d declared the prospect. \u201cWhat? Why?\u201d reacted the salesperson, clearly surprised. \u201cIn the demo, you showed us a lot<\/p>","protected":false},"author":2,"featured_media":46821,"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-46820","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\/46820","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=46820"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46820\/revisions"}],"predecessor-version":[{"id":46822,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46820\/revisions\/46822"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46821"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46820"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46820"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46820"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}