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Discussions about the relative merits of technology can be endless.
“The real problem is not whether machines think but whether men do.”
– B. F. Skinner
I was in the midst of delivering a demo and it was going very well. My prospect was clearly interested in our product and the discussion had turned to implementation.
One prospect player asked, “Does it run on Oracle?”
As I began to respond in the affirmative, another prospect member asked about another database engine, and then a third player asked if we supported yet another database. I told them we ran on all three.
Immediately, these audience members asked if there were any advantages with one platform over another and, even before I could respond, a furious debate ensued between these three folks. Each clearly had their favorite and wanted arguments to support their choice, so they solicited my opinion.
I said, “Well, it’s really up to you. Each platform has certain pros and cons, partly based on technology and partly business…” Before I could continue, all three interrupted me, clamoring their claims.
It was clear that these people would have continued their debate for the balance of the available time, which could have been disastrous, pushing the project into the next quarter!
I stepped back into the discussion saying, “OK, you all have valid points and the one thing it appears we all agree on is that our product is a good fit for you. Let’s park the ‘which database should we use’ topic for later…” Everyone agreed and I was able to get back on track.
Moral: Park arguments (as well as Good and Stupid Questions)
You’ll find 35 more stories and lessons learned like this in my new book “Suspending Disbelief!”
And you’ll find details on when and how to park questions in Chapter 8 “Managing Time and Questions” in Great Demo! here: https://www.amazon.com/dp/B0C9SNKC2Y/