Killing 2 Birds With 1 Stone?

Are you killing 2 birds with a single stone during your engagement with a prospect? Are you trying to nail down a prospect with a single meeting that consist of both discovery and demo or presentation?

To some, this might make sense - it saves time, money and effort. Why not close a prospect instead of multiple trips or meetings?

In some industry, this might actually work for various reasons. But many of these organizations has one common symptom - closing an opportunity just gets harder and harder.

Why is that?

Simple - it is extremely difficult to provide value by offering a standard demo or presentation, when there is little known about the problems of the prospects, unless they are willing to spend hours on end to go through with you. Hardly.

We have taken on the initiative to provide a side by side comparison of the 2 common approaches - Killing 2 birds with 1 stone, or multiple birds with multiple stones.

We shall leave it to your own judgement as to which is the best approach for your organization.

"it is extremely difficult to provide value but offering a standard demo or presentation, when there is little known about the problems of the prospects, unless they are willing to spend hours on end to go through with you."

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Do you agree or disagree with the above comparisons tabulated? We would love to hear your thoughts on this topic.

#Awareness