{"id":46849,"date":"2026-06-15T17:07:22","date_gmt":"2026-06-15T17:07:22","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46849"},"modified":"2026-06-15T17:07:22","modified_gmt":"2026-06-15T17:07:22","slug":"46849-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/46849-2\/","title":{"rendered":""},"content":{"rendered":"

How Discovery on the Fly Results in Buying It Back<\/strong>\u00a0<\/strong><\/p>\n

\u201cWhat do you think of this feature?\u201d inquired the rep.<\/p>\n

\u201cSorry, don\u2019t need it\u2026\u201d replied the prospect.<\/p>\n

\u201cOK, let me show you another really cool function\u2026\u201d said the rep as they dove further into their software. \u201cCan you see yourself using this?\u201d<\/p>\n

\u201cNo, we don\u2019t have that use case\u2026,\u201d said the prospect.<\/p>\n

As the \u201cdiscovery on the fly\u201d demo went on, this exchange occurred more and more.<\/p>\n

At the end of the meeting, the rep asked, \u201cSo, what do you think?\u201d<\/p>\n

The prospect replied, \u201cIt\u2019s way more than we need. Do you have a scaled-back version?\u201d<\/p>\n

\u201cNo,\u201d said the rep, \u201cIt\u2019s all one package. You get everything\u2026\u201d<\/p>\n

\u201cThen it\u2019s too much!\u201d was the prospect\u2019s response.<\/p>\n

This was part of the dialogue in a recorded call. The rep ended up offering a large discount to offset the prospect\u2019s concerns: Yet another example of the woes of Buying It Back!<\/p>\n

Many vendors who do \u201cdiscovery on the fly\u201d end up Buying It Back and it happens far too frequently.<\/p>\n

\u00a0<\/strong>The tendency of vendors to fall into this self-made trap is huge, partly because he temptation to dive into your software is extremely high once it has been launched. It takes enormous discipline to avoid showing capabilities that the prospect doesn\u2019t need or want (or be willing to pay for!).<\/p>\n

There are two solutions to avoid Buying It Back when doing Descubrimiento sobre la marcha<\/a>:<\/p>\n

    \n
  1. Presente sus capacidades en forma de pregunta antes de<\/em> mostr\u00e1ndoles.<\/li>\n<\/ol>\n

    If your prospect responds positively, then you can say, \u201cWell, we have that capability \u2013 would you like to see it?\u201d<\/p>\n

    On the other hand, if your prospect\u2019s response is, \u201cNo, we don\u2019t really want that\u2026.\u201d or \u201cWe can\u2019t see situations where that would be valuable,\u201d then you simply move on. Don\u2019t <\/em>show that capability!<\/p>\n

    Tenga en cuenta que si la respuesta negativa se produce con demasiada frecuencia, sigue corriendo el riesgo de volver a comprarlo, ya que su cliente potencial empezar\u00e1 a asumir que todas estas funciones estar\u00e1n en el software que le compre, si sigue adelante.<\/p>\n

      \n
    1. Utilizar una demostraci\u00f3n de generaci\u00f3n de visi\u00f3n en su lugar<\/em> of trying to do traditional Discovery on the Fly. A Vision Generation Demo is designed to satisfy the prospect\u2019s desire to \u201csee what\u2019s possible\u201d while moving the prospect (gently, yet firmly!) into a discovery conversation. (See Chapter 11 in GREAT DEMO!<\/a> para m\u00e1s detalles).<\/li>\n<\/ol>\n

      The subsequent discovery dialog should yield the list of Specific Capabilities your prospect wants and needs, enabling you to present a Technical Proof Demo that is tailored precisely and avoid Buying It Back. (Chapters 5-9 in GREAT DEMO!<\/a>)<\/p>\n

       <\/p>\n

      Solution Resources:<\/p>\n

      Do Discovery antes de<\/em> the demo!<\/p>\n

      https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

      Apply the Menu Approach<\/p>\n

      https:\/\/greatdemo.com\/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3\/<\/a><\/p>\n

      Great Demo! Chapters 5-9 and 11<\/p>\n

      https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

       <\/p>\n

       <\/p>\n

       <\/p>\n

       <\/p>","protected":false},"excerpt":{"rendered":"

      How Discovery on the Fly Results in Buying It Back\u00a0 \u201cWhat do you think of this feature?\u201d inquired the rep. \u201cSorry, don\u2019t need it\u2026\u201d<\/p>","protected":false},"author":2,"featured_media":46850,"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-46849","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\/46849","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=46849"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46849\/revisions"}],"predecessor-version":[{"id":46851,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46849\/revisions\/46851"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46850"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46849"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46849"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46849"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}