Want a Demo Horror Story?

The Credit Card Story:

 

I was doing a demo for a small but important prospect. 

 

The CEO of the company was the key prospect player 

and he was in the room with a few members of his team. 

We were all seated around a small table

And I ran the demo from my laptop.

 

I knew the CEO needed certain reports 

that he couldn’t get with their current environment. 

Even worse, he needed many of these reports daily.

 

I started the demo with a crisp review of what I’d learned in discovery. 

He added, “Things are even worse now, as the business grows…”

 

I showed him examples of the reports he wanted 

and he leannnnnnned forward in his chair. 

After describing the reports, I asked, 

“Would you like to see what it takes to generate these?”

 

He said, “Absolutely!”

 

A few mouse clicks later, he’d seen me produce several of the reports. 

He smiled, took out his wallet, 

and slid a credit card across the table to me!

 

I thought, “Wow – I’ve got this sale!” 

I could have stopped there; 

I SHOULD have stopped there!

 

But I didn’t…

 

Instead, I got all excited and showed more stuff in our software. 

At first, he seemed to appreciate the additional features. 

 

But just a few minutes later, 

with each new capability I showed, 

his smile faded further and further until…

 

He sloooooooowly reached back across the table 

and gently, deliberately, and painfully (for me!) 

he took his credit card back.

 

Aaaaaaaagh!!! No sale!”

 

 

Moral: Stop selling when your prospect is ready to buy!

 

 

Like this? Here’s more: https://tinyurl.com/yc7rsrmy