Debilitating Demo Diseases – Phonic Consumption

Symptoms: 

 

[Generally experienced in face-to-face demos, but virtual demos are not immune] Sales rep sitting in the back of the room completely focused on their phone during the demo; severely swollen thumbs; impaired ability to communicate in complete, grammatically correct sentences.

 

Examples:  

 

Tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tapity-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap… “Huh?”

         

Cure: 

 

Actively engage in the demo presentation; choreograph your team’s roles before the demo begins. As the sales rep, it is your role to:

         

1.     Perform the introductions, review the meeting objectives, and confirm time constraints.

2.     Present and review relevant Situation Slides and accompanying Illustrations.

3.     Help manage and capture “Good” (and “Stupid”) questions on a whiteboard, chat window, or similar vehicle.

4.     Redirect audience attention away from the scene of the disaster after a software crash or severe bug.

5.     Summarize when appropriate and/or inject pauses in the delivery.

6.     Identify next steps and summarize the overall meeting.

Begin treatment immediately starting with the Sidebar in Great Demo! on page 187 and “Team Play” on page 396. Repeat application as necessary until tapping ceases. https://www.amazon.com/dp/B0C9SNKC2Y/