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!

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