I read a recent post from a training firm suggesting that demo presenters should pre-answer questions that the audience has not asked – and (even worse) suggested that the presenter introduce the questions themselves rhetorically so that the answers can be delivered.
Please do this if:
- You want to take away the possibility of a two-way conversation and turn the session into a fire-hose delivery of features and functions (frankly frightening).
- You want to “Buy It Back” by introducing features that your customer doesn’t feel they need (and don’t want to pay for).
- You want to elongate the demo from a crisp focused session into a (much) longer, indistinct seminar.
- You want to encourage audience members to take you into the weeds.
- You want the high-ranking folks to leave early (and before you’ve gotten to the “best stuff”).
- You want your demo to sound like most other traditional demos…
Note: When should these issues/questions/capabilities be introduced? Everyone say it together, “In Discovery!”