Demo or Feature Dump?

I took a demo call last week.

Though the calendar invite should have said 'feature dump'.

Here's a quick summary -

- Not one question posed to me...and I mean not a single one!

- Blind feature dumping without any understanding of my situation /challenges:

"You're just gonna love this Scott!"...

'Am I??'

- Product excitement levels to the point of euphoria (not contagious).

- No clue of what I actually did - I had to drop it into conversation.

And I don't blame the rep for this type of product-centric selling - the main culprit is fanatical product training...and little or nothing else.

*PROBLEMS*

*PROBLEMS*

*PROBLEMS*

This is what you sell to.

And the impact of those problems.

And how best to identity them?

QUESTIONING!

Rant over...

Happy selling!