This trap happens when everything seems OK with your demo, for instance you are connecting well with the audience and you meet all their requirements and suddenly someone you didn't notice previously asks you to confirm a particular feature of your software.
This question seems secure and insignificant.And then as your are confident and enthusiast you do not hesitate to answer him that indeed your software is able to do what was just asked and you start giving him some additional examples and short narratives in order to prove and confirm this features .
Bad luck ! This question was a trap and that means the hell begins for you because your prospect tells you that it is the perfect feature that they do not want for their company and their kind of organisation
That's the theme of the little demo scene above with these dialogues :
The customer ask quietly : "Xavier could you confirm me the capability of your software to make VISIBLE all the sales opportunities for both the manager and our whole sales team team ?"
"Indeed" Xavier says " this is a great feature that everyone can share in the same time his own opportunities and that of the others
"That's exactly what we do not want for our sales team" the customer replies shaking his head "we can't afford to buy a software that allows such a feature !!!"
So enjoy the demo scene above with the presenter who will fall into the trap ( french dialogues)
This question seems secure and insignificant.And then as your are confident and enthusiast you do not hesitate to answer him that indeed your software is able to do what was just asked and you start giving him some additional examples and short narratives in order to prove and confirm this features .
Bad luck ! This question was a trap and that means the hell begins for you because your prospect tells you that it is the perfect feature that they do not want for their company and their kind of organisation
That's the theme of the little demo scene above with these dialogues :
The customer ask quietly : "Xavier could you confirm me the capability of your software to make VISIBLE all the sales opportunities for both the manager and our whole sales team team ?"
"Indeed" Xavier says " this is a great feature that everyone can share in the same time his own opportunities and that of the others
"That's exactly what we do not want for our sales team" the customer replies shaking his head "we can't afford to buy a software that allows such a feature !!!"
So enjoy the demo scene above with the presenter who will fall into the trap ( french dialogues)
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