Tuesday, September 23, 2008

Debilitating Demo Diseases - Crickets


Symptoms: The sound in the room after the presenter asks, “So, are there any questions so far?”

Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp….

Cure: Encourage, drive and generate interactivity. Turn the demo from a one-way presentation into a two-way conversation. Involve the customer. Ask “closed-probe” questions. Confirm interest. Invite the customer to “drive”. Pause occasionally and summarize at the end of each section. Fumigate as needed.

No comments: