{"id":46830,"date":"2026-06-10T16:05:58","date_gmt":"2026-06-10T16:05:58","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46830"},"modified":"2026-06-10T16:05:58","modified_gmt":"2026-06-10T16:05:58","slug":"how-do-you-know-when-youre-buying-it-back","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/how-do-you-know-when-youre-buying-it-back\/","title":{"rendered":"How Do You Know When You\u2019re Buying It Back?"},"content":{"rendered":"<p>If you\u2019ve ever heard these objections, you were probably Buying It Back:<\/p>\n<ul>\n<li>\u201cWe don\u2019t want the Cadillac; we just need a Chevy!\u201d<\/li>\n<li>\u201cIt\u2019s way more than we need!\u201d<\/li>\n<li>\u201cWe don&#8217;t need all the bells and whistles.\u201d<\/li>\n<li>\u201cWe&#8217;re looking for the bare bones.\u201d<\/li>\n<li>\u201cA workhorse, not a show horse.\u201d<\/li>\n<li>\u201cWe need utility, not luxury!\u201d<\/li>\n<\/ul>\n<p>(Folks in Europe, Latin America, and Asia-Pacific, what are the phrases <em>usted<\/em> hear?)<\/p>\n<p>So, if you get these responses after (or worse, during!) your demos, consider how your prospects view their desires vs your feature set.<\/p>\n<p>In a traditional demo (and in any demo done without sufficient discovery), each capability you show falls into one of the following categories:<\/p>\n<ul>\n<li>Must have<\/li>\n<li>Nice to have<\/li>\n<li>Neutral<\/li>\n<li>Don\u2019t need it<\/li>\n<li>Really don\u2019t need it<\/li>\n<\/ul>\n<p>The \u201cmust have\u201d and \u201cnice to have\u201d capabilities are the Specific Capabilities desired by your prospect. But what about \u201cNeutral,\u201d \u201cDon\u2019t need it,\u201d and \u201cReally don\u2019t need it\u201d? Each time your prospect sees these in your demo they think, \u201cWell, I don\u2019t need that and I certainly don\u2019t want to <em>pagar<\/em> para ello\".<\/p>\n<p>Y como acaban de <em>visto<\/em> these demonstrated, they know that they will be paying for these features as part of the license fee. One or two small capabilities isn\u2019t much of a risk, but when this list grows larger then prospects get concerned.<\/p>\n<p>It\u2019s even worse when vendors highlight capabilities as key differentiators as particularly important or high value, but the prospect has the opposite opinion.<\/p>\n<p>Solutions?<\/p>\n<p>Do Discovery!<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n<p>Apply Inverted Pyramid!<\/p>\n<p><a href=\"https:\/\/greatdemo.com\/es\/why-structure-demos-like-a-news-article\/\">https:\/\/greatdemo.com\/why-structure-demos-like-a-news-article\/<\/a><\/p>\n<p>Employ Great Demo!<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>If you\u2019ve ever heard these objections, you were probably Buying It Back: \u201cWe don\u2019t want the Cadillac; we just need a Chevy!\u201d \u201cIt\u2019s way<\/p>","protected":false},"author":2,"featured_media":46831,"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-46830","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\/46830","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=46830"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46830\/revisions"}],"predecessor-version":[{"id":46832,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46830\/revisions\/46832"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46831"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46830"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46830"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46830"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}