“Can it export to ___?” asks the prospect.
“Absolutely! We support seven different types of export formats, including ___, ___, ___, ___, and especially ___, ___, and ___, which offer significant advantages in export fidelity as some of the colors aren’t rendered as accurately in the other formats, plus the translation of European number format to U.S. format is done really well, along with handling address and phone numbers from 71 countries…” responds the vendor, who is about to continue when the prospect says,
“Oh – so the answer was ‘yes.’”
In addition to organizing the content of your demo, one of the best uses of Inverted Pyramid is answering questions. You start with the highest-level answer and then test to see if your prospect is satisfied or wants more detail.
In the dialog above, the vendor should have started with “Yes” and then asked, “Is that sufficient or would you like more depth?”
Simple and very effective! (Is that enough or would you like to see more on the Elegant Art of Managing Questions and Time?)
If you missed Parts 1-4 you can find them here:
And you can enjoy the full methodology here:
No comments:
Post a Comment