Our blogger pal Sean Woodruff chimes in on my "naked sales call" post with this thought on customer demonstrations, and whether or not sales professionals should do them:
"To take this idea a step further, about 6 years ago I eliminated any demos of the product from the sales process.
A typical "demo" appointment was taking about 3 hours to complete so a salesperson was only getting a max of 3 presentations a day. By giving the prospect a money-back guarantee they can demo the product on their own. They can demo ownership rather than imagining it while the saleperson demos the product."
I'll have more thoughts on this later, because its a great topic and interesting debate. But for now, my thanks to Sean for his insights and tips on doing demos (or not doing them).
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