#226 Scripting Your Way to Closing More Opportunities
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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How to Start at the End of a Demo
Buck: My best demos have been if it's just one or two features, like five minutes per feature. I don't talk about features like solutions. Once they see the result, most of them don't want to see how we got there. If you go over fier, there's a likelihood you're starting to teach to use. And remember, o ramiing takes place after the sale. So i learned that from peter, from his book and from talking to peter. Like, start at the end.
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