Wonderful! She was very
cleverly applying the Menu Approach in a small, controlled situation, listing
and describing a few capabilities that would logically come next in a demo –
and that customers might be interested in seeing, based on prior her experience. A key to this is that she asked the customer if they wanted to see them (and which ones), rather than
simply launch into “…and now the next really cool thing I want to show you is…”
What a terrific way to move smoothly into “Peeling Back the
Layers”!
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