Harbor Tour Delusion – Living in the Land of Hope
Symptoms: Presenting a long, tortured demo that attempts to cover all of the possible customer needs and problems before any reasonable discussion of the customer’s situation.
Aka: Harbor Tour Demo, Show-up-and-Throw-up, Spray and Pray, the Spaghetti Demo, Doin’ the Demo Dash.
Examples: “To give you an idea of what we do, let me show you a demo…”
“Stop me if anything looks interesting…”
[Trade show booth] “Hi – would you like a demo?”
Cure: Collect a handful of Informal Success Stories. Distill and carefully extract the key Situation information, based on:
• Job Title and Industry
• Critical Business Issue
• Reason
• Specific Capabilities
• Delta
Match customer Job Title/Industry, present appropriate Success Stories to generate interest, follow with questions… Apply the Menu Approach for crusty customers or larger groups. Hold back from delivering demo until customer situation is well understood.
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