Sunday, July 28, 2013
Selling a better vintage
We all have to do this these days. There is nothing you have to sell that your potential client doesn't all ready have or know about. So it isn't like we are trying to sell water to thirsty people, we are selling them a better vintage of wine when they have a cellar full.
What is the first thing we learn about buying wine? Taste it. In fact, tasting can be an art form. The type of glass, how much to swirl the glass to get the right aeration, which wine to taste first, all of this can effect how the wine tastes.
So when you are selling a product or software to a prospect that already has a competing solution, you want them to taste your, they will demand to demo your solution. But, you have to control the tasting. You need to place some controls around the test so your product tastes best.
When they demo, how long they demo, what they demo, how you help them demo, all of these can spell the difference between success or failure. Don't trust them to learn as they go, you have to guide and train them.
Here is to a successful demo, cheers!