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!
