{"id":7202,"date":"2020-02-22T17:09:40","date_gmt":"2020-02-22T17:09:40","guid":{"rendered":"https:\/\/greatdemo.com\/?p=7202"},"modified":"2023-01-26T15:32:02","modified_gmt":"2023-01-26T15:32:02","slug":"como-hacer-una-demostracion-aqui-hay-5-metodos-suaves-pero-firmes-para-entrar-en-una-conversacion-de-descubrimiento","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/dealing-with-just-show-me-a-demo-here-are-5-gentle-but-firm-methods-to-move-into-a-discovery-conversation\/","title":{"rendered":"5 m\u00e9todos (suaves pero firmes) para entablar una conversaci\u00f3n de descubrimiento..."},"content":{"rendered":"

Con demasiada frecuencia, los clientes potenciales exigen: \"Ens\u00e9\u00f1ame una demostraci\u00f3n...\", cuando sabemos que el enfoque correcto es invertir, mutuamente, en una conversaci\u00f3n sustantiva de Descubrimiento. Pero, \u00bfc\u00f3mo convencer a los clientes potenciales para que hagan este cambio? He aqu\u00ed cinco ideas:<\/p>\n

El cliente potencial dice: \"Ens\u00e9\u00f1ame una demo...\".<\/p>\n

    \n
  1. Usted responde: \"Estupendo, programemos 8 horas para la demostraci\u00f3n, tardaremos ese tiempo en ofrecerle una introducci\u00f3n razonable a nuestra oferta... O podr\u00edamos invertir 30 minutos en hablar de su situaci\u00f3n para que nos d\u00e9 la informaci\u00f3n que necesitamos para centrarnos en lo que es m\u00e1s importante para usted, y la demostraci\u00f3n resultante durar\u00e1 probablemente menos de una hora...\".<\/li>\n<\/ol>\n

    El cliente potencial dice: \"Ens\u00e9\u00f1ame una demo...\".<\/p>\n

      \n
    1. Usted ofrece: \"Estimado cliente, est\u00e1 invirtiendo una gran cantidad de tiempo y energ\u00eda en este proceso de b\u00fasqueda e implantaci\u00f3n de un nuevo sistema; asegur\u00e9monos de que esa inversi\u00f3n le resulta rentable asegur\u00e1ndonos de que comprendemos perfectamente su situaci\u00f3n\/objetivos\/necesidades\/etc. antes de hacer una demostraci\u00f3n...\".<\/li>\n<\/ol>\n

      El cliente potencial dice: \"Ens\u00e9\u00f1ame una demo...\".<\/p>\n

        \n
      1. Es exactamente como tener un fuerte dolor de cabeza, ir al m\u00e9dico y que el m\u00e9dico te diga: \"\u00bfTe duele la cabeza? Genial, vaya a la farmacia y pruebe cada uno de los 1.000 medicamentos que ofrecemos, y luego d\u00edgame cu\u00e1l funciona mejor...\". Podemos seguir por ese camino o, si me permite ser su \"m\u00e9dico\", puedo hacerle preguntas que permitan un diagn\u00f3stico preciso y una prescripci\u00f3n de demostraci\u00f3n de software espec\u00edfica\".<\/li>\n<\/ol>\n

        El cliente potencial dice: \"Ens\u00e9\u00f1ame una demo...\".<\/p>\n

          \n
        1. Usted responde: \"Supongo que no quiere pagar por funciones que no necesita, as\u00ed que en lugar de hacer conjeturas y perder su tiempo y el m\u00edo, dediquemos unos minutos a hablar de sus necesidades reales. La demostraci\u00f3n puede centrarse espec\u00edficamente en esas funciones\".<\/li>\n<\/ol>\n

          El cliente potencial dice: \"Ens\u00e9\u00f1ame una demo...\".<\/p>\n

            \n
          1. Dices: \"Bien...\" y te mueves (suave pero firmemente) hacia un\u00a0Demostraci\u00f3n de Vision Generation<\/a>que conduce deliciosamente a una conversaci\u00f3n sobre el Descubrimiento.<\/li>\n<\/ol>\n

            \u00bfAlguna otra idea que sugerir?<\/p>","protected":false},"excerpt":{"rendered":"

            Con demasiada frecuencia, los clientes potenciales exigen: \"Ens\u00e9\u00f1ame una demostraci\u00f3n...\", cuando sabemos que el enfoque correcto es invertir, mutuamente, en una conversaci\u00f3n sustantiva de Descubrimiento. Pero, \u00bfc\u00f3mo convencemos a los clientes potenciales para que hagan este cambio?<\/p>","protected":false},"author":2,"featured_media":25752,"comment_status":"open","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":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","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":[14,20,8,10,21],"tags":[7],"class_list":["post-7202","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-doing_discovery","category-great-demo-blog","category-methodology_basics","category-vision_generation","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/7202","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=7202"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/7202\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/25752"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=7202"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=7202"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=7202"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}