3 thoughts on “The Real Problem With Sales Demos

  1. It depends on what you sell. Most of my prospects need guidance in what to buy. Sometimes due to lack of technical information, it is complicate for me to understand what they really need. Therefore a test (more than a demo) is necessary to isolate their problems and needs. For this reason I often need to push for a proper test during which I can uncover the real problems of my Customers (and the truth about their needs).

    1. It’s true that demos can be used to tease out/refine needs/wants. I wish this had been my approach when I was an SE. Instead, like most, I just gave the same demo every time. Crazy.

      Thanks for the comment

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