I have sat in on quite a few software presentations from vendors and have noticed that they are generally selling features.\u00a0 Or should I say “telling” me about the features.<\/p>\n
I have heard that there is a subtle differentiation from selling and telling.\u00a0 In an audio book that I listened to some time back called Spin Selling by Neil Rackham.<\/p>\n
Basically he says that “Telling” is just running through a list of features that you want to present, while “Selling” is building a relationship, uncovering needs or problems and finding solutions.<\/p>\n
SPIN is his acronym for a process that he suggests for doing that… another topic for another blog post.<\/p>\n
Back to my point… do software presentations tend to “sell” or just “tell”. I have seen so many that just rattle through a list of features that is it frustrating. I know that the initial point of contact may be a sales presentation and it is not designed to actually turn instantly into a sale. The list of features is used to uncover what might be a hint at a solution for you. So the presenter just rolls through them one at a time and builds to the crescendo of what he thinks is the best feature of all (usually 3d or visualization).<\/p>\n
There are many ways to present… face to face, webinar, con call, etc. All of them seem to march toward a list of features. But some of them are different. <\/p>\n
What have you seen as lacking or great in a presentation on software? <\/p>\n","protected":false},"excerpt":{"rendered":"
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