It’s hard to believe this would ever happen and yet it does, far too frequently!
Imagine sitting down in a restaurant and exploring the menu carefully. You ask the waiter several questions about the various choices and after consideration you make your selections.
A few minutes later, your waiter brings the food and places your plates proudly in front of you, but it wasn’t at all what you ordered! How would you feel?
Annoyed, you observe to the waiter, “This isn’t what I asked for!” He says, “Well, this is what we serve everyone, regardless of what they said they want…!”
My guess is that this restaurant will be out of business soon… And so will the vendor that has their prospects invest in a discovery conversation and then ignore the findings in their demos!
Guidance? Simple! Do discovery and then focus on the Specific Capabilities needed by the prospect and remember to Do the Last Thing First! You’ll find the recipe for success in Great Demo! Third Edition.
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