Symptoms:
Presentation of waaaaaaaay too many features and functions. Severe boredom, ennui, and sleeping may ensue in your prospects’ ranks. Other symptoms include prospects’ stifled yawns, glances at phones, texting, and online shopping. Causes other complications, including Buying it Back and losses to more competent competition. Severe cases may include projectile feature vomiting.
Examples:
“We’ve got over two hundred canned reports – let’s take a look…”
“And next I’ll show you our context-sensitive help system…”
“Here are the seventeen file export options: I’ll go through each of them one by one…”
Cure:
An initial high dose of Discovery Reality (available in visual capsules, electronic tablets, and audio waves), followed by rigorous completion of Great Demo! Situation Slides. Patient then must practice a strict regimen of presenting only the Specific Capabilities needed by prospects to address their problem(s). Hold everything else back to avoid recurring gag reflex.
Rx: https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/ and https://www.amazon.com/dp/B0C9SNKC2Y/.
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