Comments on: Winning in a Crowded Field http://www.techdemoguy.com/2009/07/winning-in-a-crowded-field/ Making the Technical Sale Wed, 09 Mar 2011 21:37:12 +0000 hourly 1 By: dsohigian http://www.techdemoguy.com/2009/07/winning-in-a-crowded-field/comment-page-1/#comment-165 dsohigian Fri, 17 Jul 2009 16:45:06 +0000 http://www.techdemoguy.com/?p=180#comment-165 @steve capper: Agreed. I should have put at least one point that focused on business value. I think that point #6 gets to this at least a bit by focusing on what the prospect wants. That said, I think that many salespeople focus too much on \"business value\" and that prospects get tired of it quickly. Sure, they want to know how it will benefit their business, but the thing that is most important to any prospect is how your product will benefit them personally. So making that personal connection means that they might actually listen to your business-focused message (not the other way around).<br /><br /><br />I look forward to your full reply.<br /><br /><br />Dave @steve capper: Agreed. I should have put at least one point that focused on business value. I think that point #6 gets to this at least a bit by focusing on what the prospect wants. That said, I think that many salespeople focus too much on \”business value\” and that prospects get tired of it quickly. Sure, they want to know how it will benefit their business, but the thing that is most important to any prospect is how your product will benefit them personally. So making that personal connection means that they might actually listen to your business-focused message (not the other way around).

I look forward to your full reply.

Dave

]]> By: steve capper http://www.techdemoguy.com/2009/07/winning-in-a-crowded-field/comment-page-1/#comment-164 steve capper Fri, 17 Jul 2009 16:39:14 +0000 http://www.techdemoguy.com/?p=180#comment-164 HI WHEN I get time I'll answer this post -- BUT it worries that the word 'BUSINESS' is not mentioned at all above.....I have seen soooooo many great PRODUCT presentations that have very little Business impact on the customer. I advocate present customer solutions not vendor solutions! THX STEVE HI WHEN I get time I'll answer this post — BUT it worries that the word 'BUSINESS' is not mentioned at all above…..I have seen soooooo many great PRODUCT presentations that have very little Business impact on the customer. I advocate present customer solutions not vendor solutions!
THX STEVE

]]> By: hao http://www.techdemoguy.com/2009/07/winning-in-a-crowded-field/comment-page-1/#comment-163 hao Thu, 16 Jul 2009 08:51:35 +0000 http://www.techdemoguy.com/?p=180#comment-163 Great article, many good points. Personaly, I like the point 1 'having a personality' a lot. Thanks Great article, many good points. Personaly, I like the point 1 'having a personality' a lot. Thanks

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