Monday, July 8, 2013

When the Customer Explains the Value - Peer Teaching

We understand today that the very strongest way to learn something is to teach it to someone else (“Peer Teaching”).  In our quest to mark demos Remarkable we often suggest that presales people teach the key Great Demo! ideas to their sales counterparts, for example, to really crystallize their own understanding of the methodology.

A Great Demo! Workshop participant recently noted that you have the same effect (high retention) on the customer’s part when the customer tells others on his/her team how a capability can be used or otherwise articulates the value. 

This dovetails neatly with the earlier post to have your Champion present Situation Slide information (if he/she is capable and competent to do so) to the balance of the customer team.  It also suggests the possibility of a more active role for your Champion (when appropriate), for example, of doing summaries at the end of each demo segment or otherwise adding “color” during the demo.

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