Friday, February 15, 2008

The problem with selling

Today someone gave us a presentation on his product. Things I remember in no particular order:

1. Seven bullet points in a single slide, all appearing at the same an introduction.
2. Misspellings in several pages.
3. ¨Yes, I´ll answer that but first let me show you this other feature because if not we´ll be here ´til tomorrow morning¨. (yes, he did say that).
4. He spoke for 20 minutes more than we had agreed.

The message I got was:

¨I´m here to tell you about my product. I know you have problems, and I don´t know them yet. If we have time at the end, we´ll discuss your situation; but first, let me tell you all about the features of my product and the things it can do. I hope this will impress you enough to ask me to come again, and then prepare a proposal.¨
You have an option: try to sell features, or offer to solve problems (that those features happen to solve). The problem with the first approach is that people can tell it´s not ALIGNED with their needs.

This guy is the General Manager of the Company.

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