I sat in on a demo recently where the presenter navigated to a page with about 10 tabs displayed across the screen and then proceeded to march through each tab, one by one, in detail.
It was very interesting to watch the body language of the audience. The response to the initial page was positive – it looked good; a dashboard of information and status. The next tab was received with moderate interest, but at the third tab many of the audience members visibly sagged in their seats…!
By the fourth and fifth tabs nearly everyone had checked out (perhaps even the presenter, who had clearly presented these tabs many, many times before…). There was an audible sigh of relief as the final tab was described.
This was a classic case of the presenter following the old, established, traditional demo pathway – a slow, painful tab-by-tab march towards no sale!
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