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01/01/07 Tip of the Week. Sales Process: Tip 6 - Plan for multiple, on-target, demonstrations.

December 31, 2006 from Mark Perry

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Often times, product support reps give lengthy canned demonstrations that are are too long and detailed for the executives in the audience or are not targeted to specific areas of interest and requirements that the technical team and users want to see. Seek to ensure that multiple, on-target, demonstrations are held to best meet the schedule availability and areas of interest of all those that need to be involved. Multiple, on-target, demonstrations may appear to take more time, but in reality they better meet the “purchase cycle” needs of the customer as well as shorten the “sales cycle” timeframe for the vendor.


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