Love ’em or hate ’em, there they are.
In this first of 2 video lectures, I hit the high points of “demos”, and what the word really means.
Why demo at all?
Can you close without one?
Do you even have a sales methodology, Bro?
We find that qualification rules everything, and what the earmarks of a lazy rep are.
Is it a Pilot? A PoC? A bird, a plane?
An SE is in a powerful place to give out power, and that puts you in a leadership role to making your reps successful-even if they don’t know you’re doing it!
What about making the prospect think they’re in charge-the one who is qualifying the other? But don’t give too much power to the prospect and let them drive, or else they will play their ‘veto’ card.
More of Pat’s triads, and “Never give them enough information to say ‘No'”…