Buyer’s Perspective – “That was very helpful…”

A colleague who often assists customers in selecting software relates a true-life story regarding the impact of poorly-constructed and poorly-delivered demos:

At the close of a demo from one of several candidate vendors, the key player at the prospect said, “That was very helpful….” The vendor went away happy.

However, after the vendor had left the room, the key player turned to the other meeting participants and elaborated. He said, “That was very helpful – they just helped us eliminate a candidate – them!”