Friday, August 19, 2011

More or Less

What do you give? More? Or Less? Let me ask this another way, on a demo, do you show more than you think they need to overwhelm them, or less than you think they need to make them want more? Nobody gets it exactly right, so that answer doesn't work.

The approach that I like to take is 20%. If I have a demo that is constructed to show 20% more than I have determined they need, I will be able to meet their expectations. Now just because I have built the demo to do that, doesn’t mean I have to show it all. When you are done, you are done. Stop selling when they start buying.

Aiming above your target helps hit it. Shoot too low and you may never get another chance.