Product Demos: Selling Value in Spite of Product Deficiencies
Proficientz – Product Management University
MARCH 10, 2017
When a prospect asks for a feature you don’t have, respond as follows: “We don’t have a feature by that name, but tell me what you’re trying to accomplish and I’ll show you know how our product handles it.” . In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale.