Here’s a rescue:
You are not
expected to know the answers to every question in the universe (the answer to the
question about life, the universe and everything is, of course, 42…).
Your objective is to know the answers to just enough questions to be perceived as
competent and credible. Your
responsibility – and the expectation on the part of the customer – is to be the
conduit of answers (of questions that you don’t know how to answer) back to your
customers, later on. Post meeting, your job
is to access the appropriate resources to get those answers and then deliver the
answers back to your customers.
The use of “Parking Lots” in managing questions is an
excellent approach in managing and tracking questions (and answers). Many Great Demo! practitioners use a Word
document to capture questions – and then use strike-through text to show
questions that have been adequately addressed in a session, leaving the
unanswered questions in normal text. This
provides a written record of what was
addressed in a demo meeting or Discover session and what remains open. Very elegant!
No comments:
Post a Comment