Tuesday, August 23, 2011

Completing Situation Slides at the Demo Meeting

A number of Great Demo! Workshop participants report good success with the following tactic:  While reviewing the customer’s situation using a Situation Slide, the sales team asks the customer to fill in any gaps  before the demo itself begins.  Showing the line item with blank data has had the effect, in some cases, of the customer actually volunteering the missing information!  This has proven to be very useful when working to understand customer Critical Business Issues, the Delta, and/or Critical Dates, in particular. 

No comments: