Meeting a potential customer and presenting your solution is not that different to a job interview. You want to make a good impression, form a connection with the customer, and progress to the next round.
Category Archives: Skills
Thinking about… “It depends.”
Where do we start?
How long will it take?
What will it cost?
“Well, it depends…”
Thinking about… Tender (RFP) responses
I go on a rant about how tenders are a waste of time, then get more practical with 3 Guidelines for Tender Responses:
1 – Don’t make the customer work hard
2 – Don’t be fully compliant
3 – Share the load, smartly
Thinking about… Mentioning product names
“We sell solutions, not tools”.
When is it ok to mention product names in a meeting, demo or presentation?
Thoughtful Presales 