Your prospect asks, “Can it do X?”
“...in addition to my many other recovery issues, I'm also a founding member of Overtalkers Anonymous”
– Kay Wills Wyma
Instead of simply answering “Yes,” many vendors dive into their software to show how it is done, along with sharing several options and alternatives. Doing so puts you at risk of making your software appear complicated and confusing, as well as risking “Buying It Back!”
Listen carefully to how people ask questions.
When they ask, “Can it…?” you may only need to respond “Yes” or “No.”
You can test to see if your prospect wants further explanation by asking, “Is that sufficient or would you like to see it?” Frequently, they respond, “Nope – I’m good.”
When your audience asks, “How do I…?” it is more likely that they need to see how it is done in your software.
(Is this sufficient or would you like more? See Chapter 8 in Great Demo!
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