I sat through yet another sales pitch and it was bland and dry -
in ways that could have been solved with a little bit of thought
into some good examples. Most software demos have a point where you
need to enter data. And that is as boring as it sounds. Unless, you
take a page from Magicians and develop a patter.
Back up a bit: the pitch was for software. In the demo, when it
came to fill in fields, the usual boring bits were filled in. A
"Name" got "name" as a result, "Question" got "question 1." It was
left to those of us being demo-ed to connect the dots between the
demo and our particular need. The phone conversation was zero as we
waited, somewhat patiently, for the fields to be filled in. We
waited out the boring part to see the good part.
I'd suggest some possible alternatives:
- Use the prospective customer's data.
You could ask a few question (before demo day - not during the
meeting) to help you have some better data to fill in during a
demo. You, presumably, have a plan for your presentation - you know
what holes you'll have to fill in: so send out an email a few days
in advance with a few questions. Or, get that information while on
the phone.
- Create some useful & interesting generic information.
You could set up generic information - but that had a story. So,
rather than trying to speed through filling out a form, that's
where you start with your patter.
This is the magician's trick of the story to go with the
illusion. You, as audience, are there for the trick or the
software. But the patter, the story, is interesting of itself - and
entertains the audience while some of the "work" is done.
If you read a lot of Dave Barry, you'll discover that one of the
easiest ways to be funny is to be specific when it's not called
for. "Scrappy pugs" are funnier than "dogs." "Miss Piggy" is
funnier than "the user". Instead of saying "special interests," say
"left-handed avocado farmers."
From:
http://www.joelonsoftware.com/printerFriendly/articles/fog0000000033.html
If you are selling, take some time and write some good patter.
It will make a difference with your audience.