Way too long, generally!
Customer-facing folks need to learn how to describe their offering(s) in one crisp sentence!
When I ask, “What does your product do?” the responses are frequently multiple paragraphs, with side explanations and caveats. That’s far too much!
Try using a Provocative Question instead. What’s a Provocative Question?
Someone asks me what I do…
I respond, “Have you ever seen a bad software demo?”
If their reply is, “No, can’t say that I have…” then I know this person is not a good prospect.
On the other hand, if they answer, “I’ve probably delivered hundreds…” or similar positive response then:
1. I know this prospect understands the problem, and
2. They are queued up to hear how I might solve it.
Delightful!
What would be a good Provocative Question for what you do?
See page 253 in Doing Discovery
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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