Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations
Wednesday, July 27, 2011
Having Your Champion Drive – Interesting Variant
I often suggest having your customer (or more specifically your Champion) drive for portions of a demo.This changes the entire dynamic in comparison with traditional demo meetings, making things different and very engaging.I also recommend reducing any risks by working with your Champion and practicing beforehand so that both you and your Champion are comfortable.
A wonderful alternative to this is to have your Champion narrate while you drive – this may be the next best thing to having the customer drive, but with (substantially!) reduced risk.Try it!