Monday, August 5, 2013

Demo Question Handling: "How do I...?" vs. "Can I...?"

Listen carefully to how questions are asked:

-           “How do I…?” typically suggests that the customer does want to see how a capability works (but confirm before showing).

-          “Can I…?”, on the other hand, may only require a “yes” or “no” answer, without any explicit need to show how something works.

You can save yourself a great deal of grief and reduce risk by listening and responding carefully!

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