Smartest
Person
In
The
Room
Oh, the burdens and the joys of being in Pre-Sales.
© 2015, The Pre-Sales Observer, all rights reserved
Smartest
Person
In
The
Room
Oh, the burdens and the joys of being in Pre-Sales.
Our audiences best understand complex solutions and messages through analogies.
There are many brainstorming techniques to help find the right analogy.* While creative people seem to come up with them on the fly, there may be a better source for analogies:
What are your interests?
Do you play a musical instrument? Are you a photographer? Is economics or politics a passion of yours? Can you quote Shakespeare? Can you explain what a nickel-defense package is? Have you read the daily comics for twenty years?
Your interests are ripe fruit for an analogy, and your depth of knowledge and passion in these areas will enhance its detail and relevance. Subject matter expertise in your area can represent subject matter expertise in the customers. Heuristics** are compatible.
Sharing your interests also improves your relationship with the customer. You’re human. You’re thinking. You’re sharing.
At a moment that calls for leadership, respond thus:
Happy to support you guys, just let me know…
Or
Looking forward to working with you on this.
Or
Many thanks for the guidance …greatly appreciate it and will adjust the message accordingly!
Or
I have a conflict meeting on that date. Let me know.
*heavy sigh*
Not being seen is simple, really. Send a message expanding upon your enthusiasm for the project with a dash of “just let me know,” and you’re off the hook. Be sure to make the victory party and share some high fives.
From way outside the enterprise software space, here is a pair of demonstrations we can learn from.
I would buy this product based on this fundamentally sound,* informative, and compelling demonstration:**
Let’s dissect it just a little:
There was joy and enthusiasm on the part of the presenter from the opening seconds, and he showed us enough to let our imaginations fill in the rest. Wouldn’t you love to be able to coax your own sounds out of this unit? Don’t you want to discover what else it can do?
I wouldn’t buy this product based on this rambling checklist:***
Let’s rip it apart:
There was no joy on the part of the presenter. Does he even like playing guitar? Nothing was left to the imagination, no stone left unturned, and you walk away thinking “that’s all it does.”