Do the Last Thing First!
42% of all statistics are made up…
Improvement is an evergreen process!
Avoid Buying It Back!
Be Curious!
Secure the order with the least expensive form of proof
Suspend Disbelief!
One picture is worth 1,000 words, one (Great Demo!) Illustration is worth 1,000 mouse clicks!
Being early is on time; Being on time is late; And being late is inexcusable!
Demos should be perceived as a precision exercise
Fewest Number of Clicks!
We are victims of momentum
Fail fast, fail early, fail cheaply. If you are going to lose in a sales opportunity, it is best to fail as early and correspondingly cheaply as possible!
We live our lives in a state of constant confirmation bias!
Encrispen!
Situation Slides are the currency of clear communication
People learn best from people they don’t know – ask any parent!
Don’t become a member of the “Sales Prevention Team!”
Perspiration is inversely proportional to preparation
Stop selling when the prospect is ready to buy!
The only difference between sales and training is that sales includes an exchange of money
A discovery call is a structured conversation; a demo is a conversational performance!
Cohan’s Razor: Given the choice of multiple paths in a demo, choose the shortest. (Apologies to William of Occam.)
Qualification is done solely for the vendor; discovery is done for the benefit of both parties
Never Stop Learning!
What's another word for thesaurus?
The only organism on the earth that does not learn is the human species – and only when it chooses not to do so!
I like sausage but don't want to know how it's made!
You eat with your eyes first – the same is true in demos!
They always say, “Do more with Les,” so I’m changing my name to Les…!
Just because you could show a demo doesn’t mean that you should…!
Adults Learn by Repetition. Let me say that again…
The same bad thing should never happen to you more than once, if it is under your control!
Doing discovery is a simple as ABC: Always Be Curious!
The vendor that performs a superior job in discovery is in a competitively advantageous position!
Never try to sell software to a company that makes pain medication…
It’s like peeling back the layers of an onion. And what happens if you peel back the layers too far? You cry!
There’s nothing sacred about Slide-Show mode…!
“It’s OK, dear prospect, to say no…
No comments:
Post a Comment