Prospects don’t know what they don’t know, and part of discovery is to understand and address this.
“An optimist will tell you the glass is half-full; the pessimist, half-empty; and the engineer will tell you the glass is twice the size it needs to be.”
– Oscar Wilde
A terrific use of props (or visual aids) that I once saw went as follows (in a face-to-face meeting): The vendor rep was discussing how their solution eliminated silos and enabled improved consumption of a prospect’s internal data.
The rep took two full water bottles, held them up and said, “So, I understand your organization has its data sitting in silos, like these water bottles…” He banged the bottles together, pointing out that “You can’t bring this data together.” Bang, bang went the water bottles.
He then opened each bottle and placed a cup in front of him on the table.
He said, “What we propose is to enable you to combine data in ways you’ve never been able to combine before…” as he poured water from both water bottles into the cup. He then picked up the cup and continued, “…and enable you to consume your data in ways you’ve never been able to do before!” and he took a sip of the pooled mix from the cup.
He finished with a satisfied “Ah, refreshing!” Fabulous!
Moral: Effective props can be highly memorable.
Want more fun, bitesize, engaging stories and lessons learned? See my new book “Suspending Disbelief!”
You’ll find details on Vision Reengineering starting on page 217 in Doing Discovery here: https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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