Wednesday, January 10, 2018

Why You Really WANT Questions During Your Demos

The fine folks at have released more data that delightfully validate key Great Demo! concepts.  This study ties demo success to turning your demo from a “firehose” delivery into a two-way conversation – actively letting your customer ask questions (rather than “pre-answering” them as in traditional demos). 

You can find this latest study here.

And an observation regarding the data showing successful reps NOT asking questions in demos - I suspect that they don't need to ask many questions during the demo because they have already done sufficient Discovery.

Demos done without prior Discovery likely include many questions from reps trying to do "Discovery on-the-fly" - a generally much less successful technique.

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