Dessert Tray – Terrific Example of Vision Generation


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A waiter in a nice restaurant wants to sell desserts to a dining party at a table. Compare the following approaches:

Option 1: The waiter says, “Are you interested in dessert? We have some really nice ones…”


Option 2: The waiter brings a tray of fabulous-looking desserts to the table, presents them for visual inspection to the dining party and says, “Are you interested in dessert? We have some really nice ones…”

Which approach will generate more sales of desserts? Why? How can we apply this to demos? (Hint: Think Illustrations and the “Menu Approach”)

Republished with author's permission from original post.

Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


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